The Keys to Insight Selling: How to Make Your Message Stick

Want to make your messaging 20x stickier? Insight Demand CEO Michael Harris explains how to use the concepts behind Insight Selling to keep your product top of mind long after your call.

The Keys to Insight Selling: How to Make Your Message Stick

Today, customers are more informed than ever. They’ve visited your website, done their research, and already know the business benefits of your product (and your competitors’), often before you even speak with them. In order to set yourself apart and achieve customer buy-in, you can no longer rely solely on technical features or business benefits.

Instead, you need to start employing the keys to Insight Selling — appealing to both the rational and emotional sides of your customers in order to truly resonate and drive the sale home.


From Reactive to Proactive: Transforming Customer Support into Customer Success

What’s in a name? For cloud backup and recovery software company Intronis, quite a lot. Learn why a simple rebranding of the organization’s customer service function was the first step towards dramatically reducing churn and improving customer satisfaction.

One Company's Strategy to Transform Customer Support

Editor’s note: This is the first post in a new series featuring Intronis VP Partner Success Jasmine Lombardi on establishing and optimizing a Customer Success function.

In the second and third quarters of 2013, Rick Faulk, the CEO of Boston-based cloud backup and recovery company Intronis (an OpenView portfolio company) saw something in the company’s operating metrics that he didn’t like. The company’s churn — a critical measurement of business performance and a key factor in revenue forecasting — was much higher than Faulk and his management team wanted it to be.

So, Faulk set out to determine why that percentage was so high.


Your Problem Solving is Killing Your Growth

Leadership and growth strategy expert Kirk Dando shares three steps to transition from reactive problem solving to proactive problem predicting.

Stop Problem Solving and Start Problem Predicting | OpenView Labs

When leaders and managers look to hire good problem-solvers, they unknowingly destroy the future growth and success of their company.

Here’s why: Problem-solvers make companies work, problem-predictors make companies grow.


Using Visuals to Boost Marketing Engagement 180%

Face it — your customers are busy and they WILL ignore your content if it doesn’t immediately catch their attention. To stand out, bestselling author Ekaterina Walter recommends thinking beyond the realm of traditional content formats and opening your eyes to the power of visual marketing.

Using Visuals to Boost Marketing Engagement 180%

As content marketers, many of us operate in a black and white world. We invest an enormous amount of time (and resources) into producing case studies, blogs, white papers, and eBooks, but often pay little attention to the visuals that accompany — or complement — that content.

According to renowned marketer Ekaterina Walter, that’s a big mistake. Just consider these numbers from Walter’s newest book, The Power of Visual Storytelling: How to Use Visuals, Videos, and Social Media to Market Your Brand:

  • The human brain processes visuals 60,000 times faster than text.
  • Web posts with visuals drive up to 180 percent greater engagement than those without.
  • Web visitors spend 100 percent more time on pages with videos, than those without.

The words you write are important — but it’s the visuals that amplify your content’s value and help you rise above the sludge of mostly garden variety B2B content.


Tech March Madness Final Results: The Most Customer-Centric Company in Tech

The results are in and we have a winner! Find out who you selected as “The Most Customer-Centric Company in Tech”.

The Most Customer-Centric Company in Tech | OpenView Labs

After four rounds going head-to-head with some of the most respected brands in tech, one company has emerged as the champion of our 2nd annual Tech March Madness tournament.


The Biggest Buzzword in SaaS: The Real Meaning of “Customer Success”

“Customer success” — it’s a term that has been getting a lot of attention in SaaS circles lately, but what does it really mean? SaaS veteran Lincoln Murphy searches for a definitive answer behind the buzz, and explains why it’s about more than just service or support.

The Biggest Buzzword in SaaS: The Real Meaning of "Customer Success"

When Lincoln Murphy attended the Customer Success Summit in San Francisco in mid-March, the SaaS veteran and founder of Sixteen Ventures expected there to be a noticeable — and obvious — buzz around the growing popularity and implementation of “customer success” (it’s a topic he’s been thinking a lot about recently, and has even written a guide around here: Customer Success: The Definitive Guide).


Founder’s Corner: HubSpot Co-Founder Brian Halligan’s Secrets to Staying Motivated During the Long Startup Haul

What does it take to stay motivated through the ups and downs of building a fast-growing company in tech? In this edition of The Founder’s Corner, HubSpot‘s co-founder Brian Halligan shares the challenges the company has faced and what keeps him inspired on a daily basis.

Brian Halligan

Since its founding in 2006, HubSpot has become one of the fastest growing companies in tech. But for co-founders Brian Halligan and Dharmesh Shah, the journey hasn’t been without its challenges. Not least of which was the task of raising awareness for inbound marketing and encouraging businesses to transform the way they approached marketing. In this interview with OpenView, Halligan shares how HubSpot took the world by storm by doing what it does best: leveraging inbound marketing for massive growth.