April 11, 2014 by
There is no simpler and faster strategy to grow your sales than to effectively follow-up on 100% of your sales leads. Great sales lead follow-up can be the engine of sales growth. I have worked with companies and salespeople that have doubled their sales in just a few short years merely by changing their procedures for following up on their sales leads. This isn’t a difficult task. The question is: what’s holding you back?
April 10, 2014 by
Today, we’re rolling out Scoring for Leads and Deals in Base Enterprise, as part of our mission to bring you intelligent business software that helps your team make the most informed decisions possible.
Scoring rates your Leads and Deals based on what’s important to your organization, and can save your team significant amounts of time by prioritizing opportunities that are good fits for your business.
April 9, 2014 by
Sales consultant and author, Nancy Bleeke, shows sales managers how to identify credibility-crushing sales conversation habits and coach their reps on how to change the conversation.
You work hard to generate leads for your sales team and establish credibility for your company, brand, and product. But do your sellers build their own personal credibility when they are in the hard-earned conversations with your buyers? Or do they unknowingly kill sales opportunities with seemingly little habits that trash their credibility?
Credibility is the quality of being believable or worthy of trust. It’s a necessity for earning the sale now more than ever.
The transparency afforded by the internet means that the reputation and actions of an individual are available to anyone who looks. Buyers can easily “Google” the seller before or after their meeting as they seek to determine whether they are credible. But what the seller does during the meeting with the buyer matters most.
There are many ways to build credibility and there are three seemingly conversational habits that will kill it.
April 8, 2014 by
Wednesday’s seminar with Craig Wortmann, CEO of Sales Engine, and professor of Entrepreneurial Selling at The University of Chicago, was our best attended webinar to date! If you missed it, make a priority to watch a recording of the chat by clicking here.
We had a lot of questions from our audience, and since we weren’t able to answer all of them in the time allotted, Craig and I will do our best to answer them here.
As a refresher, during the online seminar, we discussed some of the most pressing questions that sales leaders should start thinking about if they are looking to build or sustain a powerful sales organization. Among our discussion, we covered several subjects including:
The 3 most crucial sales challenges of today
What happens to the sales department in 2020
An Art vs. Science sales debate
Why sales productivity can be lacking
So here we go. Here are our best answers to questions the audience had.
April 7, 2014 by
If you’re in B2B sales, this is a must read. Software Advice recently analyzed data collected from 6,000,000 unique visitors to the Software Advice website to shed light on when B2B buyers perform research on the Web, when they convert on a website and the best time to contact them. The data is compiled in the Online B2B Buyer Behavior IndustryView Report, which you can access here.
In this post, we’re highlighting the key findings in the report that are most relevant to inside sales professionals:
April 4, 2014 by
Before we introduce you to Martin, lets take a step back and remember why Base was started in the first place.
People. The ones actually using the product.
Frustrated by our own experience with CRM, we founded Base in 2009 based on a strong internal belief that businesses deserve better, smarter software. We’ve come a long way since then, helping thousands of businesses grow and raising over $22 million, including $15 million from our most recent funding round.
As the only CRM built for people, we think it’s important to highlight the people who are using Base to become 10x more productive.
April 3, 2014 by
Today, we’re excited to kick off Accounts in Base, a function that will serve as a key building block for more experiences that help you manage customers after you’ve closed the deal. As we continue to develop Accounts over the next year, you’ll benefit from an additional layer of features that will help you build and nurture your key customer relationships.
For our current customers, when you log into Base, you will notice that you now have the ability to manually designate Contacts or Companies as an Account. Base will also automatically mark a Contact or Company as an Account if they are attached to a Deal.
April 2, 2014 by
Yesterday, I wrote about a Forecast fireside chat we hosted in Atlanta, where Base CEO Uzi Shmilovici sat down with 4 of Atlanta’s top sales executives. The panel discussed the 3 biggest challenges sales teams face. You can read that here. Today, we’re sharing the group’s thoughts about the future sales landscape and what the sales profession might look like in 2020.
April 1, 2014 by
At a Forecast fireside chat in Atlanta, Base CEO Uzi Shmilovici sat down with 4 of Atlanta’s top sales executives to discuss some of the challenges sales teams today are facing.
The panel discussed many challenges, but we broke it down to the 3 most prevalent:
March 31, 2014 by
When you grow a sales team like Mark Roberge did – from 1 to 450 employees – you’re going to learn a lot. At a Forecast fireside chat in Boston, Roberge and Base CEO Uzi Shmilovici discussed scaling sales teams, the future of sales, and what Roberge learned in his role as SVP of Sales at Hubspot. We’ve broken it down to Roberge’s 6 most important sales management lessons.