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:

    Sales Experts Answer Your Toughest Outside Sales Questions

    We asked 3 sales experts to answer 9 of the most puzzling questions in outside sales. Here’s what they said.

    There’s a mystique about outside sales. It can seem like rockstar reps are able to close deals like magic, like they never make a misstep. Because of this, many business leaders have questions about outside sales and how to succeed in that field.

    Wonder no more, because Base has asked three sales experts to help explain the facts behind how the best of the best maintain that excellence. Geoffrey James is an author and blogger specializing in sales. Wendy Weiss is president of ColdCallingResults.com, as well as a sales trainer and coach. Elinor Stutz is also a sales trainer and author, and she is CEO of Smooth Sale. Here are their answers to some of the most puzzling, toughest outside sales questions.

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    How Should You Measure Sales Productivity?

    We asked 8 sales experts how they measure sales productivity. Here’s what they said.

    Measuring sales productivity has always been important for sales people, and now that businesses are more data-driven, it is crucial for every sales team to have good time and productivity tracking practices. Those who don’t are quickly being left in the dust.

    Fortunately, it doesn’t have to be hard to implement productivity tracking practices that can show you where you’re wasting time, and where you should put more energy to get the most out of every minute you spend selling. We talked to some experienced salespeople about how they track their own productivity, and which metrics are the most important for gauging your success. These sales pros track everything from their gross profits to the number of thank you notes they write, and all of this data helps them constantly improve their performance.

    We asked each of these accomplished pros how they measure their own success, and which metric they think every other top seller should be paying attention to. Here ’s what they said:

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    Sales Productivity Tips, Hacks and Resources: Your Ultimate Guide

    Salespeople can be fanatics about productivity and efficiency. For each salesperson, finding the tools, habits, and hacks that really maximize efficiency is tough, but worthwhile. Many experts have shared their sales productivity tips in detail on the web, and we have collected a few – 25 to be exact – of the most excellent blog posts, ebooks, white papers, and general resources on the subject. We write a lot about the the subject at Base and have even created an entire resources hub for sales productivity tips.

    Time management best practices are important for every salesperson, but there are other areas where efficiency and productivity improvements can be made. Building good relationships with clients can lead to repeat business, which in turn can shorten your sales cycle and yield massive increases in productivity. Maximizing the capabilities of your CRM  is another great way to amp up your productivity. These hacks and sales productivity tips are perfect for salespeople in any industry who want to permanently move the needle on their productivity. Leave us a comment if we’re missing a great resource!

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    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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