Museum Hack provides unconventional tours of the best museums in the US. From team-building events to bachelorette parties, Museum Hack’s renegade guides share little-known facts and offer exclusive experiences for both public and private groups.
As a personal hobby taking friends on museum tours organically grew into a full-fledged business, Museum Hack found itself in need of a solution to manage inbound requests for its private tours. With no formal solution or process in place to manage sales, leads came straight to the team’s inboxes, and follow-up was hit or miss. “We made sales, but it hurts to think of how many deals may have fallen through the cracks,” says Michael Alexis, Director of Marketing at Museum Hack. “We knew that it was time to invest in a platform that would help us better manage our sales pipeline.”
After an extensive search and evaluation, Museum Hack decided to go with Base, which had been recommended by a network connection. Nearly two years later, Base has grown with Museum Hack’s sales team and become the foundation of the company’s sales process. Now, every lead, contact and deal is managed in a single place.
One feature that Museum Hack’s team finds the most useful is Base’s in-platform emailing, calling and texting. All communications are automatically logged and recorded within lead, contact and deal cards, saving reps the trouble of manually entering these conversations, while providing managers with greater visibility and coaching opportunities.
Automated actions add more structure and process to Museum Hack’s sales cycle, as well as ensure that key data points are collected. Management can specify a task that must be completed when a specific event takes place, such as making a call within 24-hours of receiving a new lead, and reps will receive a reminder. “We have further automated our sales process by using Base’s Zapier integrations,” tells Michael. “For example, all of our leads come through Campaign Monitor and get passed directly to Base.”
Museum Hack also heavily utilizes Base’s reporting capabilities to check the pulse of the business and make better decisions. One of Michael’s favorite reports is the Sales Funnel report. “The funnel report lets me know how many leads are coming in, see their progression through the sales pipeline and identify any roadblocks,” he shares. Base reports can be easily filtered by any combination of attributes, enabling users to uncover deep, actionable insights.
Since adopting Base and creating a more defined and measurable sales process, Museum Hack has successfully doubled its year-over- year revenue. After growing sales from $1 million to $2.2 million from 2015-2016, the company is on pace to hit $4 million in revenue in 2017.
In addition to helping Museum Hack earn money, the sales insights generated by Base reporting have also helped them save money. “Filtering the funnel report by lead source saved us $50k by showing us that all of the money we were spending on Facebook ads was not converting into sales, and would be better spent on other traffic sources” tells Michael.
Finally, by providing a defined sales process and establishing such clear goals and expectations, Base helps new reps ramp and get up to speed much more quickly than in the past. This has also had a positive impact on productivity. Michael explains, “Base has provided us with the structure and tools we needed to be faster, more strategic and overall more successful as a sales org.”
For more examples of how Base helps companies like Museum Hack improve their sales performance, check out our customer highlights.