• Base Launches Visits For Mobile Sales Teams


    As a field sales rep it can be challenging to track canvassing outcomes and progress on-the-go. What’s more, outside sales managers often suffer from lack of visibility when it comes to their teams’ activities. This is why we’re introducing Visits, a new way for Base customers to more effectively manage and measure mobile sales teams’ door-to-door activities and outcomes. (more…)

  • 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…)

  • Introducing the New & Improved Base Sales Resource Center!


    After weeks of hard work and preparation, we at Base are excited to reveal our new and improved sales resource center! The new center is designed to highlight our most recent and relevant content aimed at helping sales teams become more productive, data-driven and successful. (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

    Arched bend composed of white gravel on the sea shore

    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

    Close up of vintage tape measure on rough wooden surface

    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…)

  • Save Time & Boost Productivity with Editable Smart Lists


    At Base, we’re always searching for additional ways to help sales teams do more in less time, so we’re excited to announce that we have launched the ability for Base customers to edit leads, contacts and deals directly within Smart Lists. (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…)