• 14 Easy Productivity Hacks For Salespeople

    14 Easy Productivity Hacks For SalespeopleAsk a sales trainer or a management consultant what’s needed to increase your sales productivity and you’ll get a pitch for a massive change in the way you do business.

    That’s fine (hey, they have to quota, too), but in most cases you can improve sales productivity by making minor tweaks in what you’re already doing. Here’s how:

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  • Customer Engagement Strategies: 6 New Rules For Sales Executives

    Customer Engagement Strategies

    To celebrate the launch of his new book, “The New Rules of Customer Engagement,” we partnered with Daniel Newman to give the digital version of his book away for free!

    This post discusses some key customer engagement strategies, as it applies to sales professionals. At the end, you’ll find the link to download the entire book for free.

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  • The Science of Lead Response: How To Grow Sales With Effective Lead Follow-up

    The Science of Lead Response

    There is no simpler and faster strategy to grow your sales than to effectively follow-up on 100% of your sales leads. Great sales lead follow-up can be the engine of sales growth. I have worked with companies and salespeople that have doubled their sales in just a few short years merely by changing their procedures for following up on their sales leads. This isn’t a difficult task. The question is: what’s holding you back?

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  • 3 Sales Conversation Habits That Destroy Credibility

    3 Sales Conversation Habits That Destroy Credibility

    Sales consultant and author, Nancy Bleeke, shows sales managers how to identify credibility-crushing sales conversation habits and coach their reps on how to change the conversation.

    You work hard to generate leads for your sales team and establish credibility for your company, brand, and product. But do your sellers build their own personal credibility when they are in the hard-earned conversations with your buyers? Or do they unknowingly kill sales opportunities with seemingly little habits that trash their credibility?

    Credibility is the quality of being believable or worthy of trust. It’s a necessity for earning the sale now more than ever.

    The transparency afforded by the internet means that the reputation and actions of an individual are available to anyone who looks. Buyers can easily “Google” the seller before or after their meeting as they seek to determine whether they are credible. But what the seller does during the meeting with the buyer matters most.

    There are many ways to build credibility and there are three seemingly conversational habits that will kill it.

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  • [Seminar Recap] – Building a Powerful Sales Engine

    Wednesday’s seminar with Craig Wortmann, CEO of Sales Engine, and professor of Entrepreneurial Selling at The University of Chicago, was our best attended webinar to date! If you missed it, make a priority to watch a recording of the chat by clicking here.

    Building A Powerful Sales Engine

    We had a lot of questions from our audience, and since we weren’t able to answer all of them in the time allotted, Craig and I will do our best to answer them here.

    As a refresher, during the online seminar, we discussed some of the most pressing questions that sales leaders should start thinking about if they are looking to build or sustain a powerful sales organization. Among our discussion, we covered several subjects including:

    • The 3 most crucial sales challenges of today

    • What happens to the sales department in 2020

    • An Art vs. Science sales debate

    • Why sales productivity can be lacking

    So here we go. Here are our best answers to questions the audience had.

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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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