• Delivering Data-Driven Sales Enablement

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    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 training. Over recent years, companies like SalesHood have emerged to help sales teams share knowledge and increase productivity – and they work. Companies with best-in-class sales enablement strategies see 84% of reps achieving quota, and achieve an average 13.7% annual increase in deal size or contract value. (more…)


  • Are Your Sales Insights Descriptive or Prescriptive?

    RX Blog

    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 billion in North America alone by 2017. Keep in mind this is separate from the $36 billion projected by the global CRM market.

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  • How to Align Sales and Marketing with Science

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    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 of pushing prospects through the sales funnel and closing deals. At the end of the day, each of these teams is fighting toward the same goal – revenue – so why do they keep fighting each other? (more…)


  • New Lead Scoring Controls to Find the Best Leads for Your Business

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    Today, we’re introducing a powerful new set of scoring tools to help you prioritize leads and deals in Base. The new set of scoring tools, available on the Enterprise edition, includes 15 fields for lead scoring and new logic for building advanced expressions. With these new tools and logic, it’s now possible to build complex scoring algorithms without touching a single line of code. Having scoring in place focuses your BDRs and AEs on the leads and deals that are the best fit for your business. (more…)


  • Customer Spotlight: Expensify

    Expensify LogoFounded in 2008, Expensify is a San Francisco-based financial services company that provides an online expense management service for customers worldwide. Given the market need for a better expense reporting solution, Expensify has been experiencing massive growth in product adoption, revenue and headcount. In fact, based on 2014 revenue, Expensify was recognized as the fastest growing ERP software in the world. In light of this growth, Jason Mills, Head of Sales at Expensify, was tasked with building the Expensify sales team from the ground-up—but that’s only where his work began. (more…)


  • How to Eliminate Sales Forecasting Fallacies with a Data-Driven Approach

    Forecasting eBook banner

    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.

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  • Exposing the Dirty Secret behind CRMs

    Crystal Door Knob

    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…)


  • Introducing Base’s HubSpot Integration

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    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?

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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 day’s sessions below!

    Welcome Keynote

    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.

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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 sales cycle is frustrating, but nothing is worse than when it happens just before the finish line.

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