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One of the easiest way to manage sales and make sure everything is in order and to quickly check status is to use a CRM system. I use Base at Experiment 27, sales team, as well, is on there. And in today's video I wanted to run through exactly how we use Base and how we organize our process of leads. What does our funnel look like? So let's jump into it. So this is the first screen that we see when we log into Base. And it shows the activity of everyone in the company. I'm going to have to blur most of this so you don't see the exact names of the people. But you can see here, Afnan who is our Director of Sales started collaborating on this account. Cameron who is our Director of Growth moved that to meeting booked which we'll go over in a second. So this is a step by step update of everything that's going on. Then on the side it's pretty easy to see how many deals we have in the pipeline. 82 deals is what we're working. $630 000 is what we have ready to sell and $150 000 is forecasted to close and I'll show you what that means in a second. Another cool thing you can do, you can see what number of deals are signed to each sales guy. So right now Cameron is working 54 deals worth 189 000. More deals, lower prices each. Afnan is working 28 deals at 440 000. Fewer deals at a higher price. Last 30 days, it also shows, we closed 3 deals, we lost 4 and 5 were unqualified and it also shows the top deals and how much they're worth and where they stand. Now, let's move into the next screen which is the sales pipeline. Sales pipeline is the other good thing. In our sales meetings I run through the sales pipeline. Basically, starting with contracts sent and then moving through the channels. And what's interesting is it'll show the contact's name, company name and how much the deal is worth here. And then this date up here is when they're added to Base, when they were added to Base. So you can easily see what's going on here. In terms of what all these mean. I'll work backwards. Incoming, people are going back and forth on cold emails. If we're sending cold emails out this is when somebody responds and maybe they have some questions. If it's an incoming lead it goes directly in here. Then meeting booked is after a meeting is literally on the calendar. So all of these deals down here. 20 deals are on the calendar right now. Qualified is after the meeting happens and the pricing is given and they're still talking to us. If they're still talking to us after that it moves into qualified which is even further down the funnel. And there's 25 qualified right now. And then contracts sent is after all the logistics are dealt with and the contract is actually out there waiting to be signed then it'll end up here. 6 in contracts sent right now. 150 that you saw in the first screen, the about to close 150 is based on percentages. And those percentages are based on where they are in the funnel. So incoming, I've got 0%. So all of these numbers down here are weighted so they don't show up in that bottom number of 150. On hold is people that have told us to follow up in like 3 or 6 months. These guys are also weighted at a 0. Meeting booked is I think weighted at about 10%. Qualified is weighted at 25% and then contracts sent is weighted at 70%. So that's how you got that 150 000 number from the 630 000 that it was before. Last thing I wanted to show you on Base was the way their contacts are set up. So in an actual deal itself you have the name of the company here, the sales guy that's owning it, the amount of the contract, win likelihood, estimated close date also helps when its projecting out. I always have such a hard time projecting close dates and having the sales team project them. I feel like it kinda jinxes the deal when you try to figure out when exactly it's gonna close. The it's got all this other stuff and it has an activity breakdown of everything that's going on. That's Base. The way that I use this in sales meeting is: during the sales call I'll run through each of these and then ask the sales guys for status. They'll give me the status and that's usually enough to get a good handle on what's gonna close. Base, it's worth checking out. It's fairly expensive. I think it's like $70 a month so if you're still a solopreneur it's not worth having, but if you've got 2 or 3 people on the sales team and you want to monitor their sales it'0s worth looking into. If you need marketing support for your digital agency check out experiment27.com! Like this video to encourage this type of content on Youtube and subscribe for more B2B sales training. I'm Alex Berman. Thanks! :)