All posts by OpenView Labs

Sales, Meet Marketing: 3 Actions to Foster Greater Alignment

At companies big and small, sales and marketing departments are continually at odds over lead quality, who gets credit for the sale, who owns the relationship – and so on. It doesn’t have to be this way and in fact...

/ June 30, 2017

How to hire more women in tech sales

Throughout my career, I’ve observed that the highest performing teams have a common denominator: diversity. And, gender diversity is an undeniable variable in successful teams. At Workable, we take this to heart, especially as we build our sales team. I’m...

/ June 29, 2017

3 Superpowers AI Gives Sales Leaders

Artificial Intelligence (AI), or the ability of computers to analyze information, accomplish tasks and make decisions like a person would, is changing our world. Take, for example, the phenomena of self-driving cars. Google’s self-driving prototypes have long been seen parading...

/ June 26, 2017

Channel Ready Checklist: Everything You Need to Set Your Channel Up for Success

Congratulations, it’s a Channel Strategy! If you’ve just given birth to your company’s first channel strategy, the fun is just beginning. As my grandmother used to say, “The devil is in the details,” and such is true for your new...

/ June 26, 2017

4 Steps to Master Your Sales Operations Data

B2B sales teams today have access to more data than ever before. Thanks to increasingly connected businesses, and in-depth lead generation activities, the sheer amount of incoming data can be overwhelming. But beyond simply gathering data, sales teams need to...

/ June 19, 2017

3 Reasons Sales Enablement Roles are on the Rise

Many of us now have jobs that probably didn’t exist when we were kids, or at least, the way we work has changed dramatically due to technology and other factors. The booming market for sales enablement professionals is one of those growing...

/ June 12, 2017

Getting Your Business Ready for the Channel

Channel readiness has humble beginnings in most organizations. At first it is an idea, then an initiative, then a strategy. Becoming channel-centric has far reaching implications in your business, and getting your business ready for the channel can be a...

/ June 7, 2017

5 Reasons Your B2B Sales Team Needs Account-Based Marketing

Editor’s Note: A version of this article appeared on Terminus.com. Would your B2B sales organization benefit from an account-based marketing strategy? Account-based marketing (ABM) focuses on marketing at the account level rather than just the lead level. But in reality,...

/ June 2, 2017

The 14 Best Sales Books to Add to Your Summer Reading List

Editor’s Note: This post originally appeared on the Propeller CRM blog here. There’s always room for improvement and growth. Whether you’re new to the business or a bona fide sales veteran, seeking out new information and learning from the mistakes...

/ June 2, 2017

Transparency: The Next Era in Enterprise Sales

One could argue that the oldest profession in the world is actually sales. Since the first time a caveman sold a wheel, certain core elements of the profession have stayed the same, however, the intricacies of the methodology have evolved....

/ May 31, 2017

5 Signs You’re Ready For An Indirect Channel Strategy

One of the most popular questions I am asked is, “How do I know when my business is ready for the channel?” No doubt, adopting an indirect channel strategy is a big step for any company. There are many things...

/ May 25, 2017

6 Competencies Possessed by the World’s Best Sales Leaders

Whether you are talking about sports coaches, military generals or senior executives in business, strong leaders are hard to come by and make all the difference. In today’s rapidly evolving business environment, strong and effective sales leadership is the most...

/ April 27, 2017

How Great Sales Narratives Drive Urgency

Editor’s Note: This article first appeared on Medium here. Three months ago, I kicked off a strategic messaging and positioning engagement with a San Francisco-based SaaS company that’s raised over $50 million from top venture firms, including Sequoia. I began by...

/ April 25, 2017

Inside AppDynamics’ IPO Playbook: Preparing Your Sales Org to Go Public

Joe Sexton has a lot of impressive, real-world experience growing sales revenue. Since the 90s, he has helped some of the biggest names in the software industry double, triple, and otherwise exponentially increase their revenue. At Computer Associates, Mercury Interactive,...

/ April 19, 2017

The Science of Effective Sales Conversations: What We Learned from 250,000 Calls [Infographic]

Did you know top performing salespeople talk about price during a specific “window” in their sales calls (the 40 to 49 minute mark)? They also use language patterns low performers fail to use (risk-reversal language). And oddly enough, if a...

/ April 17, 2017

Pre-Qualified Leads: A Staple of Successful Sales Processes

If you ask SDRs about the difficulties they face during day to day prospecting, you would hear many recurrent challenges: rejection, market saturation, list exhaustion, bad data…It can go on and on. I’m not going to sit here and help...

/ April 7, 2017

The Two Questions that Drive Scalable Sales Team Growth

The success of any sales team training ultimately comes down to sales leaders understanding two factors: what your team needs to know, and when they need to know it. Too much “what” and your sales team can rattle off facts...

/ March 27, 2017

The Argument for Commission-less Sales: Reinventing Incentive Structures

Editor’s Note: You can learn more about Quorum’s approach in an exclusive interview with their co-founder here: When & Why it Makes Sense to Deliver a Minimum Sellable Product, Not a Minimum Viable Product Politics broadly, but certainly the legislative...

/ March 24, 2017

Setting Up a System for SDR Success

The mere addition of an SDR team can increase a startup’s lead conversion by 35% while also freeing up account executives to focus on closing deals. While the benefits clearly show the vital role played by SDRs, far too few...

/ March 16, 2017

6 Under-The-Radar Trends Shaping B2B Marketing & Sales Strategy in 2017

What are the big-picture trends shaping the market? How are those trends affecting my team’s strategy? Every marketing and sales leader should regularly ask themselves these two questions. Over the past year, predictive analytics and account based marketing – for...

/ February 28, 2017

4 Ways Artificial Intelligence Will Lead to Record Sales Revenue in 2017

What will happen to sales professionals once robots can “Sell me this pen” a la Leonardo DiCaprio in the Wolf of Wall Street? The rise of artificial intelligence and human-like chatbots are once again threatening poor-old sales professionals who have...

/ February 24, 2017

6 Buyer-centric Sales Lessons from 74 Top-flight Sales Leaders

“74 unread messages in your inbox,” I read as I checked my email on a cold December morning. I had spent the previous 30 days reaching out to the world’s top B2B sales practitioners to ask them: What’s the most...

/ February 1, 2017

Achieve Your 2017 Sales Goals with this Workbook

It’s a new year and you want to make it your best yet. You want to make a change for the better simply to step up your game. Despite the reasons, despite the timing, you’ve got a lot to look...

/ January 23, 2017

Founder-led Selling: A Design Pattern for Iterative Startup GTM Development & Execution

The following is an overview of founder-led selling and provides a design pattern to help early stage startup founders and their teams think through the earliest stages of their go-to-market strategies. This deck is the distillation of my experience from...

/ January 19, 2017

Why it Pays to Poach: 5 Tips to Hire Your Competitor’s Best Salesperson

Does it pay to poach? At first glance, it may seem shortsighted to do so. Yes, it can result in a good hire, but it could invite risk as competitors look for payback when you least expect it. While some...

/ January 13, 2017

We Analyzed 25,537 Sales Calls. Here’s What We Learned.

“We need to figure out the ROI justification and which teams we’re going to roll this out to,” my prospect said with confidence. “Once we do that, I can’t think of anything stopping us from moving forward.” Despite that seemingly...

/ January 9, 2017

Why Modern Sales Leaders Manage Activities (Not Results)

Can you imagine an Olympic track coach telling a sprinter that to win the race, he simply needs to run faster? Of course not. But that’s exactly what sales leaders do when they tell reps to “just close more deals.”...

/ January 4, 2017

Leveraging AI for Sales & Marketing – Beyond the Hype

The hype around AI technology is at all-time high, with the market forecasted to reach $37 billion by 2025. In sales and marketing, the potential for 10x conversion rates and accelerated growth from AI-driven predictive analytics is enticing. But what’s...

/ December 22, 2016

Migrating Your CRM? 5 Common Pitfalls to Avoid.

Is your company migrating or implementing a CRM system? You’re not alone. The CRM industry is continuing to accelerate. Gartner estimates that the CRM industry will close 2016 at $31.7B, that’s 15.3% YoY growth, with a continued strong growth prediction...

/ December 15, 2016