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Customer Spotlight: DocPlanner
DocPlanner is a fast-growing Warsaw based company that provides millions of patients a great platform for finding local doctors and booking appointments online. The company has been rapidly entering...
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Tips to Develop a Data-Driven Sales Culture
According to Dell’s recent Global Technology Adoption Index, companies that are actively using big data show 50% higher revenue growth rates than those that are not. While it may seem ironic that an...
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From Art to Science: 5 Steps to Predictable Sales Growth
Fifty years ago, when marketers were valued solely on the magnitude of their ideas and customer service teams were judged by the authenticity of their smiles, sales was considered an art. Hitting sales...
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Why Willy Loman’s Life Could Have Been Spared
“‘Willy was a salesman. And for a salesman . . . he don’t tell you the law or give you medicine. He’s man way out there in the blue, riding on a smile and a shoeshine.’” — Death of a Salesman Written...
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Forecast 2016 Highlights: Part 1
It’s been over a week since our Forecast 2016 sales conference, and we still can’t stop thinking about all of the awesome people we met, speakers we heard and things we learned. Thank you to everyone...
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The 7 Deadly Sins of Sales Leaders
Ask any sales leader and he or she will tell you: it’s a tough job! Sales leaders must motivate their teams, stay on the forefront of sales technology and earn the trust of hundreds of prospects, all...
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Forecast 2016 Highlights: Part 2
Last week we took a look back at some of our favorite moments from the first three sessions of Forecast 2016. Now, it’s time for part 2 of our Forecast recap! Sales Transformation in a Data-Driven...
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3 Things You Can Learn from Lost Deals
We’ve all been there: your team goes through the painstaking process of qualifying a lead, researching a company, negotiating pricing and then POOF! The deal is gone. Losing deals at any point in the...
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Forecast 2016 Videos Are Up!
Whether you attended Forecast 2016 and missed a session or weren’t able to make it to this year’s conference for science-driven sales leaders, we’ve got you covered. Check out the recordings of the...
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Exposing the Dirty Secret behind CRMs
Who can forget when cosmetics giant Avon famously pulled the plug on its global SAP CRM rollout? After a 4-year, $125 million investment, the company was forced to abandon ship due to “‘….the degree...
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How to Eliminate Sales Forecasting Fallacies with a Data-Driven Approach
Did you know that more than 2/3 of businesses do not consider their sales forecasts to be effective when it comes to accurately predicting performance and helping guide pipeline management? This may...
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How to Align Sales and Marketing with Science
Sales and marketing are essentially two sides of the same coin. Without marketing, sales would lack leads to sell to and content to nurture and convert them. Without sales, marketing would fall short...
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Are Your Sales Insights Descriptive or Prescriptive?
The sales acceleration technology market – which encompasses tools dedicated to sales intelligence, data visualization, predictive analytics and more, yet excludes CRMs – is expected to break $30...
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Delivering Data-Driven Sales Enablement
Sales enablement, or the process of equipping sales teams with the tools they need to increase their productivity and performance, comes in many shapes and forms, including content, technology and...
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Uncovering the Hidden Costs of CRMs
You’ve done it – you’ve searched through the thousands of sales solutions on the market today and chosen what you believe to be the perfect platform for your business. You’ve pumped your team up about...
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3 Keys to Unlocking a Scientific Sales Pipeline
In its most basic form, a sales pipeline is a visual framework that illustrates how deals move through the sales cycle. A quick glance at a company’s sales pipeline should illustrate all of the...
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Data-Driven Sales Coaching: How to Help Your Team Hit Home Runs
As a sales leader, you’ve probably realized that coaching your reps can make a difference in their performance. However, you may not realize exactly how much of a difference it can make. According to...
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Understanding the New Metrics of Sales
Businesses today have access to heaps of sales data that offer the ability to measure a lot more than revenue. A set of new sales metrics is emerging that enables sales leaders to not only gain a...
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Customer Spotlight: Night Lion Security
Night Lion Security is a cyber security and IT risk management firm dedicated to helping businesses identify and manage critical vulnerabilities within their networks, websites and IT infrastructure....
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For the Love of Data: Achieving Real Insight into Sales Activities
This is the first post in a new blog series written by Base Sales Manager Kathleen Osgood around the metrics sales leaders need to enhance sales performance. If you scroll through LinkedIn or even...
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