• Data-Driven Sales Coaching: How to Help Your Team Hit Home Runs

    bat and baseball

    As a sales leader, you’ve probably realized that coaching your reps can make a difference in their performance. However, you may not realize exactly how much of a difference it can make. According to the Corporate Executive Board Company, reps who receive just 3 hours of sales coaching per month exceed their goals by 7%, boosting revenue by 25% and increasing the average close rate by 70%. (more…)

  • 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.


  • Base + Zendesk Integration – Faster Resolutions and Improved Customer Satisfaction

    Customer satisfaction is not a 9 to 5 job; it’s an ongoing commitment to faster resolutions and better conversations. Today we’re introducing the Base + Zendesk integration to bring sales and support teams closer to their customers. This integration makes it possible to view Zendesk cases directly within Base, and it’s available to all Professional and Enterprise Base customers.


  • 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…)

  • New Lead Scoring Controls to Find the Best Leads for Your Business


    Today, we’re introducing a powerful new set of scoring tools to help you prioritize leads and deals in Base. The new set of scoring tools, available on the Enterprise edition, includes 15 fields for lead scoring and new logic for building advanced expressions. With these new tools and logic, it’s now possible to build complex scoring algorithms without touching a single line of code. Having scoring in place focuses your BDRs and AEs on the leads and deals that are the best fit for your business. (more…)

  • Customer Spotlight: Expensify

    Expensify LogoFounded in 2008, Expensify is a San Francisco-based financial services company that provides an online expense management service for customers worldwide. Given the market need for a better expense reporting solution, Expensify has been experiencing massive growth in product adoption, revenue and headcount. In fact, based on 2014 revenue, Expensify was recognized as the fastest growing ERP software in the world. In light of this growth, Jason Mills, Head of Sales at Expensify, was tasked with building the Expensify sales team from the ground-up—but that’s only where his work began. (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.