• Why every sales team needs a Sales Data Scientist

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    I have hacked with engineers, worked with marketers, rubbed shoulders with designers. But, working with sales teams, I have learned how different their world could be. While most other hats, require you to work on bits and bytes, sales teams work primarily with people, which makes it all the more challenging and that much more exciting!

    A day in the life of a sales rep involves – emails, calls, screen-shares, meetings, calendar invites for more meetings, notes, follow ups, prospects, research, due-diligence, wrap-ups, products fits, up-sell & cros-sell, demos, quotes, negotiations, discounts, filling goals, checking quotas, commits, refining forecasts – all for one opportunity. Now repeat that over and over, every day. (more…)


  • Watch out Windy City, the top Inside Sales Experts are headed your way

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    In two weeks we’ll be packing our bags and heading to Chicago as a sponsor of this year’s 7th Annual AA-ISP Inside Sales Leadership Summit taking place April 21st and 22nd. The upcoming Leadership Summit is a golden hub for Inside Sales Leaders looking to network, engage and learn from the best in the business. (more…)


  • 9 Easy Ways to Hone Your Lead Scoring Today

    Hone your lead scoringEvery salesperson wants hot leads that are easy to develop and easy to close. Many companies develop lead scoring formulas to identify leads as “hot” or “not” using the BANT (Budget, Authority, Need and Timeframe) model.

    Potential customers accessing your corporate website may volunteer BANT information (like through a signup form), and reliable BANT typically emerges during conversations with the potential customer, after a salesperson has contacted them.

    Yet while BANT is useful for opportunities already in the pipeline, vendors must be able to identify hot sales leads based upon 1) publicly available data about the prospect and 2) how well that data matches up to the experience and capability of the sales team.

    With that in mind, nine criteria must be weighed when building a lead scoring formula:

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  • 3 Things You Can Do Tomorrow to Increase Sales

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    What if you could increase sales without hiring new reps or spending any more money? More specifically, what if you could boost your revenues by analyzing your sales pipeline and applying a set of simple strategies?

    We’re glad you asked, because we have some answers. (more…)


  • 7 Elements of Kick-Ass High Performance Sales Teams

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    Here’s a question we obsess over here at Base: “How do great sales leaders build high performance sales teams?” 

    To find the answer, I met with dozens of successful sales leaders. My goal was to learn how they run their sales teams to drive explosive growth for their companies.

    As I met more and more leaders, some very clear patterns emerged. Here are the 7 elements that those high performance sales teams share:

     

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  • Lead Tracking: 6 Ways Sales Teams Track Leads More Effectively

    Lead trackingLead tracking is a vital component of every sales organization. Without a proven lead tracking strategy, it can be near impossible to understand the status of each lead, forecast overall sales and calculate the ROI of each campaign.

    But tracking leads effectively can be intimidating, right? It’s not just about wrapping your arms around the sheer volume of deals your team is working on – you have to coach them along the way and make sure they’re following the process outlined by your business. And doing all of this can take hours (or days, or weeks) more than you have time for. (more…)


  • The Future of Sales Technology

    The Future of Sales Technology

    Do me a small favor. Google image search “sales software” for me. Seriously, head to Google Images and type in “sales software.” If you just shivered you’re not alone.

    The past is a scary place and those outdated legacy CRM databases have not adapted to the advanced needs of the modern day sales teams.  Yet before we look ahead, it’s important to understand the advancements in the sales world. Below are 4 ways we’ve seen the transformation of the sales industry:

    Static » Real-Time

    No longer is it okay to wait for a sales report. No longer is it okay to export sales data and then import it into an excel sheet. And no longer is it ok to wait until you’re in the office to follow up on that lead. It’s 2014. If I can get a pop-up notification on my phone that tells me if I leave now, it will only take 20 minutes to drive home, I should be able to get a pop-up notification that one of my deals has closed.

    PC » Cross-Device & Mobility

    Salespeople have been early adopters of tablets, smartphones, and even laptops. They’ve embraced technology so quickly that they usually purchase their own devices just to get ahead. A salesperson now will use up to 3 different devices to stay in touch with their prospect.

    Database » Productivity

    A CRM organizes your data. That’s it. Technology advancements have made it possible for an additional sales productivity layer, that goes a step further to help sales teams work in a more data-driven productive manner and focus on closing more deals. What tools will help you close more deals?

    Archaic User Interface » Consumer Grade User Interface

    There used to be this line between using consumer software and business software. When you’re in the office it’s business software, when it’s out of the office it’s consumer software. However, that line is becoming much thinner. Consider Twitter or even Uber. Thus, sales teams are finally starting to see better experiences with their business software.

    As our CEO has stated “If you’re using outdated technology that cannot adapt to the advanced needs of modern day sales teams, your competition will crush you.”

    If these advancements interest you, you’ll want to register for our webinar this week, The Future of Sales Technology. While being hosted by Base, we’re welcoming Clara Shih CEO of Hearsay Social, Gerhard Gschwandtner, CEO of Selling Power and Geoffrey James, Contributing Editor of Inc in a panel discussion. The focus will be on the discussion of sales technology. We’ve saved 200 seats thus far but look forward for you to join us this Friday the 26th.

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  • [Seminar Recap] – The 5 Mistakes of Sales Training

    The Next Generation of Sales Training Seminar

    Tuesday’s seminar with Ralph Grimse, partner at The Brevet Group was 30 minutes of insight into the future of sales training. I think we can all agree that there’s an opportunity for improvement in the sales training industry and The Brevet Group is well on it’s way to lead the charge. If you did miss the seminar, register to watch the on-demand video here.

    In order to keep it to 30 minutes, we focused on the 5 common mistakes that organizations make and ways to overcome them in order to sell smarter. I will recap the 5 mistakes below.

    #1 Lack of Customization

    Organizations need to make the sales training content applicable to each sales rep. Not every rep has the same sales experience. You’ll have reps with years of selling experience and reps fresh out of school but it’s extremely important to take it into account. The content that’s being developed and the training that’s being shared needs to impact all of your sales force.

    #2 Ignoring the Sales Manager

    Too often sales training focuses on the sales rep while the sales managers are ignored. It’s important that all management is bought into the sales training program because reps will often look for additional coaching and guidance from their sales managers.

    #3 Training Through a One-Time Event

    Time and time again organizations make the investment in the one-time sales training event. However, data has proved that this is not the way reps (and adults in general) learn.

    #4 Confusing Product Training with Sales Training

    Product training does not equal sales training. Yet, organizations think if they bombard their team with training of their own product it will qualify as sales training.  Sure it’s important for sales reps to understand the particular product, but it’s also crucial that reps learn “how” to handle their sales conversations.

    #5 Zero Emphasis on Execution

    Many organizations believe that if they build great plans the execution of the sales training will take care of itself. For example, it’s common for a sales organization to choose a new best-selling sales system they believe will transform their sales results but without the consideration of the approach and delivery nothing will come about.

    You can listen to the full 30-minute recording by clicking here. Afterwards join us for our next seminar by viewing our upcoming events.


  • Sales Training is Broken, Can it be Fixed?

    The Next Generation of Sales Training Seminar

    Traditional Sales Training is Broken

    You know the routine, sales results should be better and you believe you can get more out of your current sales team. So, you figure you might want to invest in a sales training program.

    According to IKO System, 94% of companies invest in some kind of sales training. Yet, data tells us that today’s sales training programs just don’t work. Sure, you might see a bump in sales but it has no lasting impact on sales performance. Did I mention the cost of bringing in a “sales expert” to talk with your team? (more…)


  • [Seminar Recap] – Agile Selling with Jill Konrath

    Agile Selling with Jill Konrath header

    Wednesday’s seminar with Jill Konrath, author of Agile Selling was 30 minutes of powerful selling value! If you missed it, don’t sweat it. Make a priority to listen to our recording by clicking here.

    We touched on several topics of her upcoming book including important factors in the purchase decision, goal setting, understanding your competitors and a new way to use LinkedIn. Since there were many subjects talked about, I like to recap our conversation below. (more…)