• Counting Your Chickens before They Hatch: How to Overcome Sales Forecasting Anxiety

    Small chicks and egg shells

    You’re probably familiar with the popular saying, “Don’t count your chickens before they hatch,” which is essentially a warning not to count on something good happening before it actually comes to fruition. As people grow and mature, they typically learn that following this advice can save you serious disappointment and regret in the long run.

    Enter sales forecasting, or the process of predicting future sales revenue over a given period of time. The necessity to “count your deals before they close” is in complete opposition of this life hack, and can be a major source of anxiety for sale leaders everywhere. With less than ⅓ of businesses classifying their sales forecasts as effective, it’s easy to see why many sales teams regard forecasting as a guessing game that they’re bound to lose. (more…)

  • So You Want to Sell Software? How to Interview for & Nail That Prime AE Role

    Closeup view of silhouette of three darts sticking in a professional sisal dartboard. All three darts hit the inner bull / bull's eye / mark.

    In my blog last month I promised to write something interesting about stage duration analysis for my next post. I started something deep and metric focused and was then distracted by a few interviews.

    I’ll be straight, I like interviewing. I get excited about bringing top talent into our team, and selling software is a lucrative, fun world to be a part of. All that said, I have a pretty busy schedule, and if you really want to get the gig, you need to come in prepared.

    So rather than talk sales performance KPIs (don’t worry – we’ll get to that next month), I thought I would write something that might help readers secure those sales roles they’ve been eyeing. (more…)

  • 5 Primary Touchpoints That Define a Lead’s Sales Readiness

    The following is a guest post from lead generation / nurture platform and Base integration partner Wishpond.

    Traffic lights over blue sky

    The point at which you send a lead or visitor to your sales team is a huge factor in whether that lead converts or not. Too early and you jump the gun, hitting them with a sales pitch before they’ve had time to get to know you and your service. Too late and you’ve missed an opportunity – they’ve moved on to your competitors. Either way you’ve wasted time and resources.

    So how do you know when the time is right? The answer to that is hidden in a user’s behavior – the interactions a lead has with your website, the pages that they view and the types of emails that they engage with. If you’re curious to know what those triggers are, we’ve compiled the 5 primary indicators that a lead might be ready for sales. (more…)

  • Personalization vs. Productivity: Perfecting Your Sales Approach

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    We can all feel it – the competition to stand out and stay top of mind among prospects is growing more fierce each year. To stay ahead, sales leaders must give reps the necessary processes and tools to identify, contact, qualify and convert prospects at record scale and speed. For instance, who can forget that famous HBR study a few years back that found that companies that are able to respond to leads within one hour are 7X more likely to qualify the lead as those that reach out after two hours? (more…)

  • Base Sales Managers Share Their Favorite Sales Metrics

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    With so much sales data now available for analysis, knowing what data points to measure and what metrics to consider can be overwhelming. To help provide some clarity, we’ve asked our sales managers here at Base to share some of the metrics and reports that they find the most valuable when it comes to managing their teams’ performance. (more…)

  • Sales Lead Generation: The Who, What and Where

    The following is the first in a series of guest posts from Base’s own Demand Generation Manager Elliot Kolt.

    business, education, planning, strategy and people concept - close up of hands drawing schemes and chart on paper sheets at table

    So you want to grow your SaaS product’s revenue, and you need to get more leads for your sales team in order to continue your rapid growth trajectory. Just one problem: the leads aren’t coming your way. What do you do? (more…)

  • The Autopsy of a Lost Deal: Dissecting the Dimensions of Your Sales Performance

    It would be fair to mention that this is a good size and quality toy. It is supposed to resemble a real fossil. The creature belonged to the Theropod family and lived during Cretaceous Period and died out allegedly around 65 million years ago. Sure, every business loves ringing the gong, blowing the whistle or completing whatever celebratory action the company has designated to announce sales wins. But truly successful businesses make just as much “fuss” about lost deals as they do about those that are won. (more…)

  • Five Key Sales Metrics (with a Twist)

    The following is an excerpt from the recently published book From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue by Aaron Ross and Jason Lemkin.

    superhero businessman looking at city skyline at sunset. the concept of success, leadership and victory in business.

    Are you overanalyzing, or so microfocused on email open rates, webinar attendance levels, or getting your apps configured that you’ve missed an uber-issue?

    When you get so caught up in the day-to-day busy-ness of marketing, lead generation and app configuration, it can be easy to miss the forest for the trees.

    One great thing about all the new ways to measure marketing and sales is being able to better See the Future (especially in SaaS business). (more…)

  • How to Stop Spinning Your Wheels & Shorten Your Sales Cycle

    Bright city bikes. City bicycles. Bicycles wheels. Three beautiful lady city bright colored bicycles or bikes for woman standing in the summer park outdoors, wheel closeup.

    Did you know that the average B2B sales cycle has recently lengthened by 24%, clocking in at just over 8 months? While time for evaluation, trial and decision making is certainly justified, especially when it comes to high dollar deals, most reps have experienced at least one sales cycle that simply felt never-ending.

  • Suit the Masses, Not the Management: Increasing Sales Platform Adoption

    The following is a guest post written by Base’s own Enterprise Implementation Manager Kathryn Knight.

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    Your business is as competitive as ever. The time is critical to get organized and give yourself an edge. To stay financially attune and drive to increase your market share, you have taken the leap and purchased a sales productivity tool; good for you! Executive buy-in? Check! Budget allocated? Check! Account executives high-fiving you for the decision? Uhhhh… (more…)