Why your run rate calculations may be hurting forecasting (& how to solve it)
Baseline
by Josh Bean
4y ago
Sales forecasting has a good deal in common with weather forecasting, particularly in the sense that the further one projects into the future, the less reliable the predictions become. If you’re in the midwest, planning your Memorial Day weekend barbecue in January because you expect a repeat of last year’s warm temperatures and clear skies is a pretty dicey proposition. And if you run a business, planning a budget that’s based entirely on what run rate calculations predict your profits will look like for the next three quarters is also incredibly chancy. While no one can be completely c ..read more
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10 sales conferences to attend in 2020
Baseline
by Stephanie Lee
4y ago
A new year always presents new opportunities for development, which is why so many people have resolved to do better in 2020. Almost all resolutions aim for some level of personal or professional growth (with the possible exception of weight loss, which tends to be decidedly anti-growth…). For sales reps, attending sales conferences can be a practical way to achieve the kind of professional development goals they may be targeting in the new year. Meeting with fellow sales and marketing practitioners and gaining insights from experts and speakers are some of the most actionable pathways to se ..read more
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5 sales presentation examples & what you can learn from them
Baseline
by Josh Bean
4y ago
Your sales presentation literally makes or breaks a sale. Maybe it’s a sale where you’re trading goods or services for money. Or maybe you’re selling an idea to a partner or a higher-up. Any way you slice it, a good sales presentation must be well planned and executed to move through your sales pipeline. We’ll show you some real-life sales presentation examples that you should emulate to help you stand out from the crowd. What is a sales presentation? A sales presentation is an in-depth type of sales pitch and is designed to lead your audience to a certain action, such as saying yes ..read more
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14 prospecting email tips for improving response rates
Baseline
by Stephanie Lee
4y ago
You may have heard that email prospecting is a waste of time these days because buyers have plenty of information at their disposal and are more comfortable researching products for themselves. Yet statistics show that a whole lot of cold emails are still getting warm receptions. A recent survey by the RAIN Group found that 80% of buyers prefer communicating with sellers via email, while a census by Econsultancy showed that email had the highest ROI of any marketing or sales channel. The fact is, email is still both the most popular and the most profitable way for sales reps to reach out ..read more
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5 sales dashboards to track SMB sales rep progress
Baseline
by Stephanie Lee
4y ago
No matter the size of your company, accurate sales information is the backbone of successful sales operations. But if, for example, the number of deals and pipeline conversion rates are scattered across your sales team’s computers, it’s not very useful. It’s hard to know for certain the progress your sales reps are making. That’s where sales dashboards come in. A sales dashboard shows you all sales info at a glance so you can support, reward, and course-correct your sales reps when needed. What is a sales dashboard? A sales dashboard shows sales data in a single location. It takes ..read more
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10 sales incentives that actually motivate sales teams
Baseline
by Josh Bean
4y ago
Motivating your sales team month after month is no easy task. Not all sales incentives are created equal. A gift card to a chic boutique might motivate one sales rep but bore another. A sales incentive is effective only if it’s something your team actually wants. And while we’re all familiar with the typical cash incentive, some reps might need something new and exciting to truly motivate them. Start by getting to know the individuals on your sales team. What are they passionate about? What drives and inspires them? If you’re unsure where to begin, start with the 10 sales incentive id ..read more
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Sales quota 101: Everything you need to set and smash goals
Baseline
by Josh Bean
4y ago
Let’s face it — no one likes to talk about their sales quota. It’s little wonder that it’s a sore subject among sales teams — only 46% of sales reps are hitting their quotas. However, a lot rides on this number at the end of a quarter or the end of the year; sales quotas ultimately determine if revenue goals will be met. Take the fear (or at least the stress!) out of the topic with our comprehensive guide to both setting and achieving your sales quota. What is a sales quota? A sales quota is a number, either a dollar value or an activity/volume count, set by sales leaders for reps o ..read more
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21 sales books that should be on your xmas list
Baseline
by Josh Bean
4y ago
The holidays are a time for reflection as you prep for the new year. As a sales rep, that means thinking about your performance over the last year and identifying weaknesses you could improve on and strengths you should call upon more often. To guide this reflection, we recommend reading the following 21 sales books. Our list features books that are written by notable figures in sales and have been well-received. The books cover a variety of sales topics, so everyone can find the specific information they’re looking for. We’ve organized these books by publish date (focusing on those relea ..read more
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What B2B sales managers should know before setting sales goals in 2020
Baseline
by Stephanie Lee
4y ago
Setting sales goals for 2020? There are numerous internal factors you first have to take into consideration: from future product development to sales performance this past year. On top of that, you must consider what effect sales trends — aka external factors — will have in 2020. Not only should these sales trends influence the sales goals you actually set, but they’ll also play a role in achieving your goals. For example, sales reps acting as trusted advisors promises to be a major sales trend in 2020. If your goals for the year are product-centric, you’ll have a harder time hitting ..read more
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What is a sales cycle and how can you use it to close deals faster?
Baseline
by Josh Bean
4y ago
You’re closing deals at an excellent rate — you should meet your quota for the month. The problem is, you don’t know exactly why. That means you don’t know how to replicate your success next month. Is it the number of cold calls you’re making? Or could it be your amazing sales presentations that seal the deal? On the other hand, maybe you’re struggling to close deals. Again, the reason is a mystery. You have a general idea of which sales activities are effective, but not exactly which ones need adjusting. For either scenario, you can’t repeat your success or determine how to improve, beca ..read more
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