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At Base, we are salespeople selling to salespeople in one of the most competitive industries out there: CRM. Getting by on a smile and a shoeshine just won’t do the trick - but we’re not afraid of a challenge.

For many, if not all, involved in sales prospecting it’s the eternal problem: do I send personalized emails to a select (aka relatively small) group of prospects or do I send a refined template to as many leads as possible?

On this edition of the Predictable Revenue podcast, we chat with Kyle Richless, Chief Conversation Starter (aka Head of Inside Sales, East Coast U.S.), at Axiom Law.

No matter how you slice it, growing a company is a bit of a high-wire act: you have to ensure aggressive targets are met, keep your team focused and motivated, and establish key operational process along the way.

It can feel overwhelming if you need to restructure a sales team. Roles, quotas, comp plans, territories, Salesforce.com changes … Clio tackled all of this at once. Clio is a fast-growing SaaS company in Vancouver, whose CEO is Jack Newton (now there’s a cool action hero name!). Clio sells practice management software that helps lawyers run their firms better.

By any reasonable (or even conservative) measurement, it’s safe to say there’s a lot of email prospecting going on. Regardless of the offering - and regardless of whether the prospecting is well done or not - you’ve likely received an email from an SDR somewhere hoping to hop on a call to chat about how they can help you out.

Today we talk about how Zach Barney uses non-monetary incentives to energize his team and keep the comp plan simple.