Articles by: Lauren Licata
Lauren Licata is the Content Marketing Manager at Base, the post-pc CRM, where she oversees all content marketing initiatives across multiple platforms and formats to drive sales, engagement, and positive customer behavior. You can follow Lauren on Twitter at @LaurenLicata or connect with her on Google+.

Outside VS Inside Sales: Business and Individual Perspectives

May 21, 2014 11:00 am0 comments
Outside VS Inside Sales: Business and Individual Perspectives

The sales team is a vital component of any successful company and having top-notch personnel in this department can make or break a company.

Though the lines are increasingly blurred, sales roles are typically divided into two types: inside sales and outside sales. Someone who is well suited to an inside sales role may not like outside sales at all, and vice versa.

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How Should You Measure Sales Productivity?

April 23, 2014 8:37 am0 comments
How Should You Measure Sales Productivity?

Measuring sales productivity has always been important for sales people, and now that businesses are more data-driven, it is crucial for every sales team to have good time and productivity tracking practices. Those who don’t are quickly being left in the dust. Fortunately, it doesn’t have to be hard to [...]

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7 Ways To Repurpose Your Marketing Message Online to Find New Customers

March 26, 2014 3:00 pm0 comments
7 Ways To Repurpose Your Marketing Message Online to Find New Customers

You or your marketing team has created a masterpiece!  A magical collection of words and images that captures the essence of what your company offers to your customers. It is clear, highlights the advantages of selecting you over your competition and positions you as the go-to solution in your market. [...]

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18 Sales Experts Share Their Best Tip for Maximizing Productivity

March 24, 2014 10:30 am0 comments
18 Sales Experts Share Their Best Tip for Maximizing Productivity

Nobody is a sales genius right out of the gate. The best salespeople are constantly looking for ways to improve their technique, make gains in efficiency, and generally maximize their productivity. We asked a few of today’s most productive, efficient, and successful sales experts to share their best sales productivity [...]

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6 Tips For A Perfect Sales Presentation

January 23, 2014 10:45 pm0 comments
6 Tips For A Perfect Sales Presentation

We have seen it all before. Presentations permeate the business world and we’ve sat through them enough times we have run out of patience for anything less than a professionally polished approach. Sales presentations are still the norm but the expectations are so much higher. That said, presentations are still [...]

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How To Manage Your Sales Pipeline in 6 Steps

January 13, 2014 8:00 am0 comments
How To Manage Your Sales Pipeline in 6 Steps

The basic idea of a sales pipeline is to estimate the upcoming sales you’re aiming to close.  Over time, this information becomes your sales forecast. Year after year, companies prepare spreadsheet after spreadsheet to forecast sales for every month, quarter and year – even as far as ten years into [...]

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3 Ways Sales Reps Can Reduce Mistakes by Using CRM Software

January 8, 2014 6:56 am1 comment
3 Ways Sales Reps Can Reduce Mistakes by Using CRM Software

Have you ever called a lead only to find out that they’ve already been called by one of your fellow reps? Doh!

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How To Save a Business Deal In 3 Minutes Or Less

January 7, 2014 11:30 am3 comments
How To Save a Business Deal In 3 Minutes Or Less

It’s always a letdown when a prospect that you’ve been working with turns your product down.  In some instances, you can console yourself that you’ve done everything possible to close, and that they made another decision in spite of your hard work.  But most of the time, there is usually [...]

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Firmology defined: the study of business
Firm [noun] a company or business
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