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Base Sales Productivity Summit in New York City
The Base Customer Success team is packing up and heading to New York City for the Base Sales Productivity Summit on August 25th! Current Base customers are invited to join us for a full day of...
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Building Your Sales Data Strategy
As renowned physicist Lord Kelvin once said, “If you cannot measure it, you cannot improve it.” With sales leaders struggling to stand out in today’s increasingly demanding market and overcome decades...
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3 Critical Factors You Probably Didn’t Include in Your Lead Scoring Strategy
According to marketing automation leader Marketo, “Lead scoring is a shared sales and marketing methodology for ranking leads in order to determine their sales-readiness.” Yes, lead scoring helps...
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The Rise of Account Based Sales Development Practice and Strategy
The following is an excerpt from a brand new eBook from Ambition, PersistIQ and LeadGenius: Bridging the Gap: The Basics of Account Based Marketing and Selling. Account based strategies work because...
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The New ABCs of Sales: Why Coffee Isn’t Just for Closers
Who can forget the iconic scene in Glengarry Glen Ross where sales consultant from hell Blake (Alec Baldwin) schools the underperforming reps of Chicago real estate company Premier Properties about...
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Suit the Masses, Not the Management: Increasing Sales Platform Adoption
The following is a guest post written by Base’s own Enterprise Implementation Manager Kathryn Knight. Your business is as competitive as ever. The time is critical to get organized and give yourself an...
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How to Stop Spinning Your Wheels & Shorten Your Sales Cycle
Did you know that the average B2B sales cycle has recently lengthened by 24%, clocking in at just over 8 months? While time for evaluation, trial and decision making is certainly justified, especially...
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Five Key Sales Metrics (with a Twist)
The following is an excerpt from the recently published book From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue by Aaron Ross and Jason Lemkin. Are you overanalyzing,...
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The Autopsy of a Lost Deal: Dissecting the Dimensions of Your Sales Performance
Sure, every business loves ringing the gong, blowing the whistle or completing whatever celebratory action the company has designated to announce sales wins. But truly successful businesses make just...
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Sales Lead Generation: The Who, What and Where
The following is the first in a series of guest posts from Base’s own Demand Generation Manager Elliot Kolt. So you want to grow your SaaS product’s revenue, and you need to get more leads for your...
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Base Sales Managers Share Their Favorite Sales Metrics
With so much sales data now available for analysis, knowing what data points to measure and what metrics to consider can be overwhelming. To help provide some clarity, we’ve asked our sales managers...
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Personalization vs. Productivity: Perfecting Your Sales Approach
We can all feel it – the competition to stand out and stay top of mind among prospects is growing more fierce each year. To stay ahead, sales leaders must give reps the necessary processes and tools...
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5 Primary Touchpoints That Define a Lead’s Sales Readiness
The following is a guest post from lead generation / nurture platform and Base integration partner Wishpond. The point at which you send a lead or visitor to your sales team is a huge factor in whether...
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So You Want to Sell Software? How to Interview for & Nail That Prime AE Role
In my blog last month I promised to write something interesting about stage duration analysis for my next post. I started something deep and metric focused and was then distracted by a few interviews....
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Counting Your Chickens before They Hatch: How to Overcome Sales Forecasting...
You’re probably familiar with the popular saying, “Don’t count your chickens before they hatch,” which is essentially a warning not to count on something good happening before it actually comes to...
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How To Build A Prospecting Script
The following is a guest post from Craig Wortmann of Sales Engine, a tools and services firm dedicated to providing sales professionals with the knowledge, skills and discipline they need to be...
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CRM Buyer’s Kit: Everything You Need to Know When Buying a CRM
The CRM industry is projected to be a $36 billion market by 2017, and with more than 350 CRMs now available, choosing the right solution for your business is a seriously daunting task. How do you...
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First Impressions Matter: Ensuring CRM Adoption from Day One
“I was checking out your pipeline for next quarter, and I noticed that you haven’t updated a few of your deals lately. Can you get on top of that today? I need to submit my forecast…” If you’ve ever...
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3 Sales Blind Spots You Didn’t Know You Had
As a sales leader, how much time do you spend thinking about how you can solve the challenges within your organization? Probably a lot. What sort of coaching tactics will help your underperforming...
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Customer Spotlight: Blue Raven Solar
Blue Raven Solar specializes in providing affordable clean energy solutions to residential customers with no upfront costs and guaranteed savings on their power bills. In less than two years Blue Raven...
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