Lauren Licata

Lauren Licata is the Content Marketing Manager at Base, the post-pc CRM, where she oversees all content marketing initiatives across multiple platforms and formats to drive sales, engagement, and positive customer behavior. You can follow Lauren on Twitter @LaurenLicata or connect with her on Google+.

Articles by Lauren:

    Outside Sales Lessons From America’s Top Companies

    Outside sales is a profession in flux. The growth of digital commerce has reimagined the ways reps can reach out to potential customers, as well as how those customers want to make their purchases. And sales as a whole has expanded to incorporate new approaches beyond the basic outside versus inside division. Yet in the face of all these changes, successful companies are preparing their reps in the field to deal with those issues.

    What businesses are excelling in this new marketplace? What steps lined their paths to success? We chatted with Paul McCord, president of sales training company McCord Training and Development, to get his insights about what makes these companies tick.

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    4 Ways To Identify And Correct The Bottleneck Effect In Sales

    Successful businesses are masters of productivity – if you want to mimic the masters you must identify the bottleneck effect that is standing in the way of your sales team’s productivity. And we aren’t talking about busy work “productivity.” We are referring to the kind of productivity you want to see from your sales team: closed deals and smart sales analysis.

    We’ve outlined four indicators of a jammed up bottleneck and laid out a plan for clearing it. Use this post to spot opportunities and clear the path for increased sales productivity – the kind of productivity that actually matters. Say goodbye to the bottleneck effect forever.

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    New Research For Inside Sale Professionals: B2B Buyer Behavior Study

    If you’re in B2B sales, this is a must read. Software Advice recently analyzed data collected from 6,000,000 unique visitors to the Software Advice website to shed light on when B2B buyers perform research on the Web, when they convert on a website and the best time to contact them. The data is compiled in the Online B2B Buyer Behavior IndustryView Report, which you can access here.

    In this post, we’re highlighting the key findings in the report that are most relevant to inside sales professionals:

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    Meet Quota Crusher Martin Harvey Whose Sales Are Up 25% Since Using Base

    Base Quota Crusher Martin Harvey

    Before we introduce you to Martin, lets take a step back and remember why Base was started in the first place.

    People. The ones actually using the product.

    Frustrated by our own experience with CRM, we founded Base in 2009 based on a strong internal belief that businesses deserve better, smarter software. We’ve come a long way since then, helping thousands of businesses grow and raising over $22 million, including $15 million from our most recent funding round.

    As the only CRM built for people, we think it’s important to highlight the people who are using Base to become 10x more productive.
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    Sales 2020: 3 Predictions For The Future Of Selling

    4 Sales Leaders Predict The Selling Landscape in 2020

    Yesterday, I wrote about a Forecast fireside chat we hosted in Atlanta, where Base CEO Uzi Shmilovici sat down with 4 of Atlanta’s top sales executives. The panel discussed the 3 biggest challenges sales teams face. You can read that here. Today, we’re sharing the group’s thoughts about the future sales landscape and what the sales profession might look like in 2020.

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    Atlanta’s Top Sales Executives Reveal The 3 Biggest Challenges In Sales

    Meet Atlanta's Top Sales Execs

    At a Forecast fireside chat in Atlanta, Base CEO Uzi Shmilovici sat down with 4 of Atlanta’s top sales executives to discuss some of the challenges sales teams today are facing.

    The panel discussed many challenges, but we broke it down to the 3 most prevalent:

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    The 6 Greatest Sales Management Lessons from Hubspot’s SVP of Sales, Mark Roberge

    Hubspot's Mark Roberge: 6 Great Sales Management Lessons

    When you grow a sales team like Mark Roberge did – from 1 to 450 employees – you’re going to learn a lot. At a Forecast fireside chat in Boston, Roberge and Base CEO Uzi Shmilovici discussed scaling sales teams, the future of sales, and what Roberge learned in his role as SVP of Sales at Hubspot. We’ve broken it down to Roberge’s 6 most important sales management lessons.

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    The Rise of Consultative Sales

    Talented sales professionals must wear many hats. Some times they must be the hardball negotiator, and at other times the trusted friend, and all the different roles in between. Each of these different approaches to the sales game are equally valid depending on the customer and the industry.

    Sales reps who take the counselor role are pursuing the route of consultative sales. This concept has been growing in popularity over recent decades, and many professionals have added “adviser” to their list of roles. Dan Newman recently wrote about 4 trends dominating customer engagement, centered around the theme of consultative sales. Today’s reps might be well served to work a little bit of psychology into their strategy to best serve today’s changing customer base. Here’s what you need to know about when consultative sales works and why.

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    18 Sales Experts Share Their Best Tip for Maximizing Productivity

    Nobody is a sales genius right out of the gate. The best salespeople are constantly looking for ways to improve their technique, make gains in efficiency, and generally maximize their productivity.

    We asked a few of today’s most productive, efficient, and successful sales experts to share their best sales productivity tips, and they came through in a big way.

    Time management, efficiency, and relationship-building were top priorities for many of the sales pros we talked to. Any salesperson who is willing to take the time and effort to incorporate these tactics into their regular routine will see awesome improvements in their efficiency and overall sales productivity.

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    The 3 Biggest Killers of Sales Productivity (And How To Combat Them)

    To advance in the world of sales, productivity is the name of the game. You need to consistently make the most of your time in order to pull in the big deals. If everyone knows that being productive is so important, then why are some people more successful at it than others?

    It all comes down to knowing what real productivity is. Many of the tasks that fill the work day aren’t doing anything to improve your performance, but they create the illusion that you are working hard and getting ahead.

    These are the three ways that you might not be working up to your full potential. But don’t worry, staving off those productivity killers isn’t as hard as it might seem.

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