September 1, 2016 by
Base Valued Partners rejoice! After nearly tripling in size in the last year, we’re rolling out some long-awaited improvements to the Base Valued Partner Program to make life easier for both new and existing partners.
Starting today, you’ll have access to a shiny new portal where you can track your prospects and commissions – helping you understand which sources and prospects are bringing you the most revenue.
August 31, 2016 by
The following is a guest post written by Base’s own Enterprise Implementation Manager Kathryn Knight.
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…)
August 30, 2016 by
Who can forget the iconic scene in Glengarry Glen Ross where sales consultant from hell Blake (Alec Baldwin) schools the underperforming reps of Chicago real estate company Premier Properties about the ABCs of sales? “Always. Be. Closing,” he chants between expletives. (more…)
August 25, 2016 by
The world’s fastest-growing B2B companies are pulling away from the competition. The explosive success of sales productivity tools in recent years has enabled top sales reps to close more deals than ever before, but sales leaders are faced with a dizzying array of decisions:
How early in the buyer’s journey should a rep reach out to a prospect?
Should we reinvest in our most successful verticals, or build teams to go after new ones?
How much time should reps spend closing new businesses, and how much time should they spend trying to upsell existing clients?
August 23, 2016 by
The following is an excerpt from a brand new eBook from Ambition, PersistIQ and LeadGenius: Bridging the Gap: The Basics of Account Based Marketing and Selling.
Account based strategies work because they incorporate everything B2B marketing and sales teams do to target, close, and grow the best possible accounts. Account based strategies are not only personalized, they leverage basic human emotions and group dynamics for more effective selling.
Account-based marketing has boomed in the last two years, in large part because technology now automates the process of decision maker identification. With an account-based approach, every buyer can feel that the sales process is customized specifically for them. (more…)
August 18, 2016 by
According to marketing automation leader Marketo, “Lead scoring is a shared sales and marketing methodology for ranking leads in order to determine their sales-readiness.” Yes, lead scoring helps companies prioritize leads based on their stages in the buying cycle. But when done correctly, lead scoring can also help businesses actively seek out prospects that are likely to bring the most value based on their similarities with previously won deals.
August 16, 2016 by
As renowned physicist Lord Kelvin once said, “If you cannot measure it, you cannot improve it.” With sales leaders struggling to stand out in today’s increasingly demanding market and overcome decades of “art of sales” ideology, these words could not ring more true in the sales industry.
Having seen the growing importance of “big data,” some sales teams have begun haphazardly collecting and storing data within their CRMs and other sales platforms. Of course, this comes with its own set of problems, with 38% of sales leaders admitting that they simply don’t know what to do with their data.
To quote Facebook’s VP of Engineering Jay Parikh, “If you aren’t taking advantage of the data you’re collecting, then you just have a pile of data.” To start capturing data in a meaningful way that can be measured and make a true impact on your business, you must have a plan in place. (more…)
August 11, 2016 by
The Base Customer Success team is packing up and heading to New York City for the Base Sales Productivity Summit on August 25th! Current Base customers are invited to join us for a full day of informational sessions, hands-on workshops and networking opportunities that you don’t want to miss.
Who, What, Where?
The event will be hosted in the heart of Manhattan near Times Square at the beautiful New York Hilton Midtown. If you’re a current Base customer looking to grow your sales in a measurable and repeatable way, this event is for you. (more…)
This is the first post in a new blog series written by Base Sales Manager Kathleen Osgood around the metrics sales leaders need to enhance sales performance.
If you scroll through LinkedIn or even perform a quick Google search on building sales teams, you will come across articles with titles like, “Sales Strategies to Build your Team,” or “KPIs of the Best Sales Organizations.” There is A LOT of content out there, and while some of it is compelling, most of it is fluff. It seems much of what you find is positioned from a very high level and it feels theoretical rather than real and actionable.
August 9, 2016 by
Night Lion Security is a cyber security and IT risk management firm dedicated to helping businesses identify and manage critical vulnerabilities within their networks, websites and IT infrastructure. Night Lion Security’s team of certified ethical hackers is among the best in the country and provides detailed IT risk assessments, advanced penetration testing, digital forensics and security audit preparation for companies that wish keep up with their industries’ rapidly evolving regulatory compliance standards. (more…)