October 27, 2016 by
You crushed your revenue goal last quarter, but your celebration was overshadowed by the fear of impending doom. You have a monstrous quota looming and your pipeline looks positively skeletal. What a nightmare!
Fear not – we have a few devilish tricks up our sleeve that are sure to breathe life into even the most grisly of sales pipelines. Ready to dig in? (more…)
October 26, 2016 by
Your company is growing, your product is awesome, customers love it and churn is low. You’ve raised some substantial funding and are ready to accelerate your growth. Awesome – let’s dig in.
In the first post of this series we covered the basic tenets of lead generation, including how to forecast the lead volume required to support your sales team as well as an introduction to audience targeting and channel strategy. Now we’ll dive deeper into lead generation channel strategy and how to optimize budget allocation across channels. (more…)
October 25, 2016 by
In just the last 10 years, we’ve gone from carefully plotting a destination on a map and pulling over to the side of the road to find our next route, to spouting off an address to Siri and receiving real-time turn-by-turn directions. This is just one of the many ways that mobile has changed the way we do almost everything on a daily basis.
But there is one major process that mobile has struggled to enhance: sales. Despite the fact that sales is one of the most travel-intensive, relational professions around, reps and managers alike still find themselves tied to their desks each time they want to access or enter any information in their CRMs. Established long before Steve Jobs introduced the first iPhone in 2007, most legacy CRM vendors have since released read-only versions of their desktop UIs that do little to accommodate field reps’ unique needs. (more…)
October 20, 2016 by
Did you know that companies that are actively using big data show 50% higher revenue growth rates than those that are not? Despite this, just 2% of sales leaders rate their relationships with their sales data an A- or better, while 38% give themselves below a C-. It’s no surprise that an industry that has traditionally been considered an art is struggling to adopt the scientific approach needed in today’s data-driven marketplace.
One of the most important and challenging steps to becoming a data-driven sales organization is making sure that everyone from BDR to VP truly understands, experiences and upholds the value of sales data. To help provide some guidance in this quest, we asked a few experienced sales leaders how they succeeded in creating a data-driven culture within their teams using Base. Check out their answers below. (more…)
October 18, 2016 by
If you’re part of an outside sales team, chances are you know what it’s like to waste time attempting to decipher your own notes scribbled in haste between knocks. Or to rack your brain trying to remember the names of every acquaintance you made at that big conference. Or to make the rounds begging your team to take a few moments to update their contacts as accurately as possible because you currently have zero visibility into your pipeline. (more…)
October 13, 2016 by
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 has grown to be one of the top ten solar companies in the United States. (more…)
October 12, 2016 by
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 reps the most? Are there any discounts you can give that big prospect to incentivize them to sign by end of quarter? How can you improve your forecast accuracy?
Addressing these types of issues head-on and finding the right answers is important and sure to add a lot of value to your sales team. But the truth is, the biggest dangers for your sales team are the ones you can’t see. You can’t fix a problem if you don’t know it exists, and often identifying the issue is more than half the battle. (more…)
October 11, 2016 by
“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 had a conversation with one of your sales reps that begins something like the above, you aren’t alone. 74% of sales teams using a CRM experience poor CRM adoption rates, which cause a host of short and long-term problems, from frustrated management and embarrassing conversations, to lost revenue and missed sales targets. (more…)
October 6, 2016 by
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 separate legacy vendors from next-generation platforms? What are the warning signs for a solution with high cost of ownership over time? Which features align most closely with your team’s unique needs? These are just some of the difficult questions you should be able to answer before making a purchase decision. (more…)
October 5, 2016 by
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 successful.
As salespeople we focus a significant amount of our time on lead generation. From cold calling to networking, finding the right customer can be like a searching for a needle in a haystack. It’s a time-consuming part of the sales process, and if we’re not prepared, we waste time and energy. A prospecting script is something your team needs in its Sales Toolkit. (more…)