• 3 Keys to Unlocking a Scientific Sales Pipeline

    Close-up shot of an old rusty key inside a keyhole

    In its most basic form, a sales pipeline is a visual framework that illustrates how deals move through the sales cycle. A quick glance at a company’s sales pipeline should illustrate all of the business it’s currently working to close and expecting to win over a period of time.

    Seems simple, right? However, in a recent study conducted by Vantage Point Performance and the Sales Management Association, 44% of executives revealed that they believe their organizations are ineffective at managing their sales pipelines. This is because effectively building, maintaining and optimizing a sales pipeline is a lot more complicated than pouring leads in and getting wins out. Doing it right requires taking a scientific approach.


  • Uncovering the Hidden Costs of CRMs

    You’ve done it – you’ve searched through the thousands of sales solutions on the market today and chosen what you believe to be the perfect platform for your business. You’ve pumped your team up about getting this new and improved solution in place, but just a week into the implementation process, you hit your first roadblock: what do they mean you have to pay extra for a sandbox environment!?

    Young businessman working in bright office, sitting at desk with laptop. Expression of emotions.


  • Delivering Data-Driven Sales Enablement

    Hand of businesswoman with ballpoint over open notebook at convention
    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.


  • How to Align Sales and Marketing with Science

    Germany,Close up of part of two precision cog wheels

    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…)

  • 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.


  • 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…)

  • 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.


  • 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.

    Man hiding under laptop


  • Forecast 2016 Highlights: Part 2

    Forecast Blog 2Last 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…)