• 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.

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    The point at which you send a lead or visitor to your sales team is a huge factor in whether that lead converts or not. Too early and you jump the gun, hitting them with a sales pitch before they’ve had time to get to know you and your service. Too late and you’ve missed an opportunity – they’ve moved on to your competitors. Either way you’ve wasted time and resources.

    So how do you know when the time is right? The answer to that is hidden in a user’s behavior – the interactions a lead has with your website, the pages that they view and the types of emails that they engage with. If you’re curious to know what those triggers are, we’ve compiled the 5 primary indicators that a lead might be ready for sales. (more…)

  • Personalization vs. Productivity: Perfecting Your Sales Approach

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    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 to identify, contact, qualify and convert prospects at record scale and speed. For instance, who can forget that famous HBR study a few years back that found that companies that are able to respond to leads within one hour are 7X more likely to qualify the lead as those that reach out after two hours? (more…)

  • Base Sales Managers Share Their Favorite Sales Metrics

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    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 here at Base to share some of the metrics and reports that they find the most valuable when it comes to managing their teams’ performance. (more…)

  • Save Time & Boost Productivity with Editable Smart Lists


    At Base, we’re always searching for additional ways to help sales teams do more in less time, so we’re excited to announce that we have launched the ability for Base customers to edit leads, contacts and deals directly within Smart Lists. (more…)

  • 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.

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    So you want to grow your SaaS product’s revenue, and you need to get more leads for your sales team in order to continue your rapid growth trajectory. Just one problem: the leads aren’t coming your way. What do you do? (more…)

  • The Autopsy of a Lost Deal: Dissecting the Dimensions of Your Sales Performance

    It would be fair to mention that this is a good size and quality toy. It is supposed to resemble a real fossil. The creature belonged to the Theropod family and lived during Cretaceous Period and died out allegedly around 65 million years ago. 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 as much “fuss” about lost deals as they do about those that are won. (more…)

  • 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.

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    Are you overanalyzing, or so microfocused on email open rates, webinar attendance levels, or getting your apps configured that you’ve missed an uber-issue?

    When you get so caught up in the day-to-day busy-ness of marketing, lead generation and app configuration, it can be easy to miss the forest for the trees.

    One great thing about all the new ways to measure marketing and sales is being able to better See the Future (especially in SaaS business). (more…)

  • How to Stop Spinning Your Wheels & Shorten Your Sales Cycle

    Bright city bikes. City bicycles. Bicycles wheels. Three beautiful lady city bright colored bicycles or bikes for woman standing in the summer park outdoors, wheel closeup.

    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 when it comes to high dollar deals, most reps have experienced at least one sales cycle that simply felt never-ending.

  • Collecting Unqualified Reasons in Base

    Unqualified Deals Blog ScreenshotAs part of our mission to help sales teams collect more data and gain deeper insight into performance, we’ve released the ability for admins to require unqualified lead and deal reasons. (more…)

  • Expanding the Base Valued Partner Program


    Base Valued Partners rejoice! After nearly tripling in size in the last year, we’re rolling out some long-awaited improvements to the Base Valued Partner Program to make life easier for both new and existing partners.

    Starting today, you’ll have access to a shiny new portal where you can track your prospects and commissions – helping you understand which sources and prospects are bringing you the most revenue.