Highrise Update: Custom fields for deals are (hopefully) in the pipeline!

Part of my daily routine is to check the Work in Progress YouTube channel for the day’s latest discussion between Jason Fried (CEO of Basecamp) and Nathan Kontny (CEO of Highrise).
Jason Fried and Nathan Kontny talk daily about Basecamp and Highrise

Jason Fried and Nathan Kontny talk daily about Basecamp and Highrise

Not only do you get a good insight into the way Jason and Nathan run their businesses and how they think, but you also get snippets into what might be next for Highrise.

In the recording from yesterday, Nathan talked about custom fields for deals.

Read More…

Traffic lights for sales tracking

We are in the process of making some design tweaks to Tracks that should be with you within a week. As well as a mini-face lift, we’ve changed how won, lost, pending and stale deals are displayed on the pipeline view.

You can see in the image below that on the right – the new design – we have opted for a traffic light philosophy where the green dot represents a won deal, the red represents a lost deal and the amber represents a deal that is going stale.

The other status is active (grey), which in Tracks at the moment means it has been updated within seven days. (Soon you’ll be able to set your own timeframe on this)

The new traffic light design can be seen on the right

The new traffic light design can be seen on the right

The main problem this change overcomes is highlighting the status of deals whilst keeping the styling clean and simple. Even though it’s just a small change, we are really excited by it, particularly because we plan to add in the ability to set your own timeframes for stale deals including an “ignore” function.

Thanks for reading. Have a great day!

Networking and starting conversations

I think it was either at MicroConf Europe in October or on a Startups For The Rest Of Us podcast that Mike Taber (the co-founder of both) said that one thing he noticed when he was trialling Google Glass was the he had way more conversations. People were curious, so they asked questions.

As I’m not a natural networker, I love this.

However, I had forgotten about this snippet of genius until recently where I’ve found myself working in an office full of new people to me. No – I wasn’t wearing Google Glass, but what I noticed were two things that made having conversations easier. Read More…

The brown tube effect

My first B2B sales job was to launch a UK company into three other European countries. As part of the business development process, I had to develop product concepts based on a UK product that were specific to each of these countries: France, Spain and Sweden. In essence, what I was selling in the first instance was a meeting to discuss these concepts.

The companies I was selling to were banks, which are notoriously difficult organisations to get a meeting with.

Here’s how I did it using brown cardboard tubes. Read More…

The “closing date” and sales forecasting

I got asked the other day by a new trial user for Tracks about forecasting capabilities. It’s something I have looked at a lot over the years building Tracks. It’s also something I’ve tried (and failed) to improve on.

Looking back, I’m not convinced it’s something we need to improve. Here’s why: Read More…

Leaving your sales pipeline spreadsheet behind

This week I was talking to someone about our new approach to marketing, which is one of my projects.

In the discussion I said that we get a lot of new customers that are moving away from an Excel spreadsheet to manage their sales pipeline.

And pretty much as soon as the words left my mouth, I was asked “why”.

“Why would a small business move from using a spreadsheet to manage their sales pipeline to Tracks?”

And there I was; challenged!

So I talked through it

And then later when I was pondering it a bit more I thought to myself:

“Maybe some of our potential customers might want to ask why too”

And that leads me to this article. So here’s why you should move from a spreadsheet to Tracks for sales pipeline management: Read More…

Speaking with customers – lessons learned

When I worked in sales we were targeted by the number of customer meetings we had per week. Five per week was the target and in our Monday morning meetings we listed who we were meeting and why.

Only having two or three meetings on a Monday morning meant you’d be scrutinised by the sales director. It wasn’t pleasant. But it kept us focused on getting out of the building.

I think there is so much to be learned from speaking with customers, so for this post I reached out to some people I really respect to ask what they have learned over the years.

Here goes… Read More…

“Showing up” led to 50% more traffic and a bit more

Seth Godin said in an interview in 2006 on being successful that “showing up is underrated“. In a time of rapid change, it seems that this advice is truer than ever before.

But how do you keep showing up?

I’ve got a tactic that might help when it comes to your blog or company website that, since June, has helped us at Tracks show up – even through some difficult months. Read More…