September 29, 2016 by
You’re probably familiar with the popular saying, “Don’t count your chickens before they hatch,” which is essentially a warning not to count on something good happening before it actually comes to fruition. As people grow and mature, they typically learn that following this advice can save you serious disappointment and regret in the long run.
Enter sales forecasting, or the process of predicting future sales revenue over a given period of time. The necessity to “count your deals before they close” is in complete opposition of this life hack, and can be a major source of anxiety for sale leaders everywhere. With less than ⅓ of businesses classifying their sales forecasts as effective, it’s easy to see why many sales teams regard forecasting as a guessing game that they’re bound to lose. (more…)
September 28, 2016 by
In my blog last month I promised to write something interesting about stage duration analysis for my next post. I started something deep and metric focused and was then distracted by a few interviews.
I’ll be straight, I like interviewing. I get excited about bringing top talent into our team, and selling software is a lucrative, fun world to be a part of. All that said, I have a pretty busy schedule, and if you really want to get the gig, you need to come in prepared.
So rather than talk sales performance KPIs (don’t worry – we’ll get to that next month), I thought I would write something that might help readers secure those sales roles they’ve been eyeing. (more…)
September 27, 2016 by
After weeks of hard work and preparation, we at Base are excited to reveal our new and improved sales resource center! The new center is designed to highlight our most recent and relevant content aimed at helping sales teams become more productive, data-driven and successful. (more…)
September 22, 2016 by
The following is a guest post from lead generation / nurture platform and Base integration partner Wishpond.
The point at which you send a lead or visitor to your sales team is a huge factor in whether that lead converts or not. Too early and you jump the gun, hitting them with a sales pitch before they’ve had time to get to know you and your service. Too late and you’ve missed an opportunity – they’ve moved on to your competitors. Either way you’ve wasted time and resources.
So how do you know when the time is right? The answer to that is hidden in a user’s behavior – the interactions a lead has with your website, the pages that they view and the types of emails that they engage with. If you’re curious to know what those triggers are, we’ve compiled the 5 primary indicators that a lead might be ready for sales. (more…)
September 21, 2016 by
We can all feel it – the competition to stand out and stay top of mind among prospects is growing more fierce each year. To stay ahead, sales leaders must give reps the necessary processes and tools to identify, contact, qualify and convert prospects at record scale and speed. For instance, who can forget that famous HBR study a few years back that found that companies that are able to respond to leads within one hour are 7X more likely to qualify the lead as those that reach out after two hours? (more…)
September 20, 2016 by
With so much sales data now available for analysis, knowing what data points to measure and what metrics to consider can be overwhelming. To help provide some clarity, we’ve asked our sales managers here at Base to share some of the metrics and reports that they find the most valuable when it comes to managing their teams’ performance. (more…)
September 15, 2016 by
At Base, we’re always searching for additional ways to help sales teams do more in less time, so we’re excited to announce that we have launched the ability for Base customers to edit leads, contacts and deals directly within Smart Lists. (more…)
September 14, 2016 by
The following is the first in a series of guest posts from Base’s own Demand Generation Manager Elliot Kolt.
So you want to grow your SaaS product’s revenue, and you need to get more leads for your sales team in order to continue your rapid growth trajectory. Just one problem: the leads aren’t coming your way. What do you do? (more…)
September 13, 2016 by
Sure, every business loves ringing the gong, blowing the whistle or completing whatever celebratory action the company has designated to announce sales wins. But truly successful businesses make just as much “fuss” about lost deals as they do about those that are won. (more…)
September 7, 2016 by
The following is an excerpt from the recently published book From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue by Aaron Ross and Jason Lemkin.
Are you overanalyzing, or so microfocused on email open rates, webinar attendance levels, or getting your apps configured that you’ve missed an uber-issue?
When you get so caught up in the day-to-day busy-ness of marketing, lead generation and app configuration, it can be easy to miss the forest for the trees.
One great thing about all the new ways to measure marketing and sales is being able to better See the Future (especially in SaaS business). (more…)