The Top 10 Base Blogs of 2016

2016 has been a groundbreaking year full of new sales challenges, discoveries and growth. We here at Base have done our best to document these developments and provide sales leaders everywhere with the sales content and insights they need to stay ahead of the competition. With 2017 fast approaching, we’re taking a look back at the year’s most popular and informative posts on the Base Blog. In no particular order, here are the top 10 Base blogs of 2016!

5 Questions to Ask When Evaluating Sales Software

Try doing a quick Google search for “sales software.” At the time of this blog post, Google returned more than 540,000,000 results! Clearly, searching for a solution to improve sales productivity and performance is an overwhelming challenge in today’s oversaturated market.

So what’s the best, most effective way to evaluate today’s array of sales CRM options, and how do you know whether you’re making the right decision for your business? Here are 5 critical questions to ask that will help you avoid unpleasant surprises and narrow down the playing field.

First Impressions Matter: Ensuring CRM Adoption from Day One

74% of sales teams using a CRM experience poor CRM adoption rates. Many factors impact whether your team adopts and properly uses your sales platform, but there is a lot you can do to set your team up for success.

It starts with being aware of common pitfalls, and taking steps to prevent or reverse them. Here are two things you can do today to understand how well your reps are using your sales tools, followed by two tips for ensuring that your reps are CRM power-users from day one on the job.

Five Key Sales Metrics (with a Twist)

5-sales-metrics
In this excerpt from his book From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue, Aaron Ross shares 5 classic sales metrics that leading companies are using in new and insightful ways.

From deal size to number of open opportunities per rep, this post provides the metrics necessary to ensure that sales leaders don’t get caught up in day-to-day busy-ness and miss any of the “uber issues” impacting their sales performance.

How to Align Sales and Marketing with Science

Companies where sales and marketing work in harmony are 67% better at closing deals, yet 58% of sales and marketing operations leaders rate their alignment with one another as “poor.”

So rather than pointing fingers and playing the blame game, leading companies are realizing that there is one sure-fire way to settle the score between these two teams: science. Here are a few ways that data science can help align sales and marketing teams on a single path to success.

The Evolution of Sales Intelligence

Data and our ability to make sense of it has grown rapidly, particularly in the last few years – into a $122 billion market, to be exact. And now, the next generation of sales intelligence is upon us.

This post takes a stroll through the evolution of sales intelligence to show that, while each generation has an important place in the sales organization, they have all culminated to the quintessential holy grail of sales intelligence: prescriptive insights.

The 7 Deadly Sins of Sales Leaders

deadly sins of sales leaders
Ask any sales leader and he or she will tell you: it’s a tough job! Sales leaders must motivate their teams, stay on the forefront of sales technology and earn the trust of hundreds of prospects, all while making sure they’re generating enough revenue to support the entire business.

With so many responsibilities and so much pressure, it’s no surprise that sometimes sales leaders can miss the mark. Here are 7 deadly mistakes that can have serious long-term effects on both your team and your business as a whole – and how you can avoid them.

Exposing the Dirty Secret behind CRMs

The CRM industry generates upwards of $20 billion annually and is projected to be a $36 billion market by 2017. In fact, there are now more than 350 CRMs available on the market, and in a recent study by Capterra, more than half of respondents from both B2B and B2C companies said their organizations use CRM.

But with so much money and opportunity at stake, the CRM industry has worked to keep companies’ adoption challenges and the widespread consequences on sales intelligence quiet.

For the Love of Data: Achieving Real Insight into Sales Activities

If you scroll through LinkedIn or even perform a quick Google search on building sales teams, you will come across articles with titles like, “Sales Strategies to Build your Team,” or “KPIs of the Best Sales Organizations.” There is A LOT of content out there, and while some of it is compelling, most of it is fluff.

With all of this talk about metric driven teams, what metrics should you choose to look at? Let’s spend some time examining some of the sales activity reports that we keep an eye on in our inside sales team at Base.

The New ABCs of Sales: Why Coffee Isn’t Just for Closers

ABC of sales
With so much data now available, sales teams have a unique opportunity to quantify, understand and optimize sales growth like never before. Leaders and reps alike can now know the exact prospect qualities they should be searching for, the precise processes they should be following and much, much more.

Given the possibility of this scientific approach, the new ABCs of sales are (drumroll please): Always Be Calculating. Now go pour yourself a cup of coffee (no longer just for closers!) and listen up.

How to Build a Prospecting Script

In this guest post, Sales Engine CEO and sales expert Craig Wortmann provides step-by-step instructions for how sales managers can build a successful prospecting script for their teams to use when cold calling.

Not only can a good prospecting script help your team sound more polished and knowledgeable, but it can also increase your conversion rates by helping your reps predetermine prospect needs and objections and begin their conversations with purpose.

The Gift that Keeps on Giving

Sad that you missed an entire year of awesome posts like these? Don’t be – just subscribe to the Base Blog and you can start receiving all of our content delivered straight to your inbox. Have a happy holidays and keep an eye out for some fresh sales content in the new year!

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