• The Rise of Consultative Sales

    Talented sales professionals must wear many hats. Some times they must be the hardball negotiator, and at other times the trusted friend, and all the different roles in between. Each of these different approaches to the sales game are equally valid depending on the customer and the industry.

    Sales reps who take the counselor role are pursuing the route of consultative sales. This concept has been growing in popularity over recent decades, and many professionals have added “adviser” to their list of roles. Dan Newman recently wrote about 4 trends dominating customer engagement, centered around the theme of consultative sales. Today’s reps might be well served to work a little bit of psychology into their strategy to best serve today’s changing customer base. Here’s what you need to know about when consultative sales works and why.


  • 7 Ways To Repurpose Your Most Important Message To Find New Customers

    You or your marketing team has created a masterpiece!  A magical collection of words and images that captures the essence of what your company offers to your customers. It is clear, highlights the advantages of selecting you over your competition and positions you as the go-to solution in your market. It has influenced prospects to choose to do business with you. It resides in different formats ranging from a yellow note pad, to a slide deck, to sticky notes and many times to a whiteboard or flipchart from a very productive session with employees or customers.

    Sadly, it is frequently found sitting idly on the sidelines of your sales and marketing efforts while your potential customers are searching high and low for what you provide.

    This post shares seven ways to re-purpose your magical masterpiece and get it in front of an expanded audience of prospects that need your product or service right now.

    7 Ways To Repurpose Content


  • How To Build A Sales Team That Will Dominate The Competition And Drive Growth [Online Seminar]

    It’s no secret that selling can be a difficult profession. It’s challenging in ways that other positions aren’t. It can be high stakes, it takes a lot of effort and determination, it comes with deadlines and quotas, and you often do most of your work on your own.

    Depending on the company you work for, you may be up against different challenges than, say, your buddy that works in sales for another company. Let’s explore the sliding scale of selling challenges.

    Salesperson A works for a small startup. The company has gone through several rounds of funding and Salesperson A is the main point of contact for giving these investors a return on their investment.

    Salesperson B works for a large corporation. The company is well known in their industry and the general public is aware of the brand.

    At the end of the work day, Salesperson A and Salesperson B can have very different experiences because they face different selling challenges.


  • Base Releases Customized Lead Capture Forms

    base lead capture form

    Create a customized lead capture form to send Leads from your website to Base.

    Connecting Base to your website gets a whole lot easier today, with our new Lead capture form with custom fields. The form is connected to Base so every time someone fills out the form you are notified real-time and the Lead is created automatically.

    We’ve seen customers get creative in the past using services like Wufoo to build forms, and then connecting them to Base via Zapier. The madness ends today.


  • 18 Sales Experts Share Their Best Tip for Maximizing Productivity

    Nobody is a sales genius right out of the gate. The best salespeople are constantly looking for ways to improve their technique, make gains in efficiency, and generally maximize their productivity.

    We asked a few of today’s most productive, efficient, and successful sales experts to share their best sales productivity tips, and they came through in a big way.

    Time management, efficiency, and relationship-building were top priorities for many of the sales pros we talked to. Any salesperson who is willing to take the time and effort to incorporate these tactics into their regular routine will see awesome improvements in their efficiency and overall sales productivity.


  • 7 Rules For Increased Sales Productivity

    The pressure for sales professionals is on.  It mounts as the quarters or years go by and the reward once you hit your number is another number.  So just as you take a breath after winning that last minute deal to make your year, just know, it is coming at you once again.

    In a fast paced world where results are sometimes the only thing that matters, it is each of us as individuals that need to be smarter and more productive. This often means doing more with less and you know what, most sales people are up for the challenge.

    So when the next number is thrown our way it is time to get down to business and we all know the more productive we are the better. Here are 7 rules for increased sales productivity that can help every sales pro get just a little (or a lot) more done each day:


  • How To Automate Repetitive Work To Up Your Productivity

    You are putting in the hours. Your effort is being given. Well-meaning friends and leaders will recommend “work smarter, not harder”.  Yet you are not getting the results you and your company are expecting. There can be several reasons for this but typically your productivity is a great place to put your focus.

    Productivity is defined by Dictionary.com as:

    “The quality, state, or fact of being able to generate, create, enhance, or bring forth goods and services”.

    Every job has repetitive, tedious tasks that are required on a regular basis. Many are done on a regular, predictable schedule over and over. An opportunity now exists to leverage the latest web tools to automate these specific, repetitive actions either one at a time or in a sequence that triggers a chain reaction. The opportunity is to “automate the repetitive stuff”.

    I have found the following exercise helpful in identifying the activities in your day and then to decide which of these can be automated so you don’t have to do them yourself.



  • The 3 Biggest Killers of Sales Productivity (And How To Combat Them)

    To advance in the world of sales, productivity is the name of the game. You need to consistently make the most of your time in order to pull in the big deals. If everyone knows that being productive is so important, then why are some people more successful at it than others?

    It all comes down to knowing what real productivity is. Many of the tasks that fill the work day aren’t doing anything to improve your performance, but they create the illusion that you are working hard and getting ahead.

    These are the three ways that you might not be working up to your full potential. But don’t worry, staving off those productivity killers isn’t as hard as it might seem.


  • 3 Sales Productivity Insights You Can Gather From Base

    Productivity in sales often means working smarter, not harder. In this age of big data, the amount of data you capture in your CRM system matters. Base saves valuable time by capturing your customer interactions automatically so you collect the data you need to understand your team’s sales productivity.

    Reports are more than just a looming threat for your weekly meetings. They help everyone on the team to know what is working well and what isn’t. They assess the health of the pipeline and the bottom line. And yes, they can do wonders for productivity.

    In this post, we’ll explore a few productivity insights you can grab from Base to help your team work smarter, not harder.


  • 5 Lousy Sales Management Tactics (and What to Do Instead)

    5 Lousy Sales Management Tactics

    Over the past decade, I’ve listened to dozens of salespeople complain about their sales managers, many of whom apparently believe that sales success comes from manipulating rather than coaching. Here are the six most commonly-mentioned sales manager tactics, and why they always backfire: