June 30, 2016 by
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 not come as a total shock since sales forecasting, or the process of predicting future sales revenue over a given period of time, has long been a thorn in the side of sales leaders everywhere. We’ve all read dozens of articles featuring “proven tips” to help improve forecast accuracy – limit subjectivity, forecast more often, ditch the Excel spreadsheets, etc. But none of these strategies address the issue at the core of most sales forecasting fallacies: data.
June 28, 2016 by
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 of impact or change in the daily processes to the [Avon] representative….’” and the subsequent “‘….steep drop in the active representative count.’” I.e. Avon reps’ refusal to adopt this new solution killed the deal. (more…)
June 23, 2016 by
Today we’re introducing our brand new HubSpot integration for all enterprise users to tighten the bond between marketing and sales. Marketing and sales have a love-hate relationship – it’s a common assumption that holds true for many teams. However, the most successful companies will emphasize that in order to build a powerful sales machine, you need alignment between your marketing and sales teams. Base is taking steps to change this relationship into one that is mutually beneficial. Our new HubSpot integration creates a seamless flow of information between sales and marketing. The integration allows reps to see deep details on marketing activities within Base and allows managers to understand which marketing sources are producing sales success.
If you’re not familiar with HubSpot, it’s a centralized marketing hub that helps inbound marketing teams attract prospects and convert leads. Basically, it lets your marketing team nurture leads through email engagement, blogs, etc., so that they’re in an optimal place once they meet a BDR. So what does Base’s latest integration entail and how can it benefit your business?
June 22, 2016 by
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 day’s sessions below!
Uzi Shmilovici – CEO and Co-Founder, Base
Uzi kicked off the conference by defining the science of sales and introducing Base’s new sales science platform, Apollo. In addition to watching his session, you can also access a copy of his presentation below.
June 21, 2016 by
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 sales cycle is frustrating, but nothing is worse than when it happens just before the finish line.
June 17, 2016 by
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! (more…)
June 14, 2016 by
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 while making sure they’re generating enough revenue to support the entire business.
With so many responsibilities and so much pressure, it’s no surprise that sometimes sales leaders can miss the mark. Here are 7 deadly mistakes that can have serious long-term effects on both your team and your business as a whole – and how you can avoid them.
June 10, 2016 by
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 who attended – we hope you enjoyed yourself as much as we did! (more…)
June 7, 2016 by
At Base’s annual Forecast sales conference last week, Base CEO and Co-founder, Uzi Shmilovici, took the stage to introduce Base’s new sales science platform, Apollo.
June 3, 2016 by
“‘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 by the famous playwright Arthur Miller and released in 1949, Death of a Salesman recounts the tragic story of struggling, 63-year-old traveling salesman Willy Loman. Throughout the play, Willy repeatedly references his belief that the success of a salesman is based on being “well liked” by others.