10 Signs You’re Doing Social Selling Wrong

Social selling evangelist Jill Rowley calls out 10 common mistakes that indicate you’re sending and receiving the wrong message.

10 Signs You're Doing Social Selling Wrong | OpenView Labs

More and more salespeople are recognizing how essential social selling is to connecting and engaging with today’s modern buyers who are digitally driven, socially connected, mobile with multiple devices, and real-time empowered. Unfortunately, there’s still a lot of misunderstanding out there, and just because reps see the need and opportunity doesn’t mean they’re doing it right.

Here are 10 signs you need to rethink your approach to social selling in order to leverage it effectively and achieve business results.


Board Meeting Best Practices for CMOs

As a CMO you want to make a good impression on the board of directors. But what exactly are they looking for? Lattice Engines CMO Brian Kardon shares his tips for delivering a presentation that won’t disappoint.

Board Meeting Best Practices for CMOs | OpenView Labs

For many Chief Marketing Officers, preparing for board meetings can be one of the more stressful aspects of the job. What are board members really looking for you to present on, and what don’t they want to see?

In the video below, Lattice Engines CMO Brian Kardon shares the insights he’s picked up during his career at Eloqua, Forrester, and more, providing tips for what CMOs can do prior to and during a board meeting to ensure they gain the respect of the board of directors and leave them impressed.


The Formula for Creating Ridiculously Good Content: Q&A with Ann Handley

If you have a website, you’re a publisher. And if you’re a publisher, that means everyone on your team should be writing. Bestselling author and MarketingProfs Chief Content Officer Ann Handley lays out a simple formula for producing ridiculously good content.

Ann Handley's Formula for Creating Great Content | OpenView Labs

Before Ann Handley became a globally-recognized speaker and content marketing guru, and well before she staked her claim as the world’s first Chief Content Officer, she was something much simpler: A writer. No fancy titles. No fluffy job description. No marketing metrics or analytics background. Just a writer.


Tis’ the Season to Knock Out that To-Do List!

Take a look at the calendar — Q4 is notorious for flying by! Are you set up for success?


We are quickly entering the best time of the year — the Holiday season. It’s when we all take much-needed breaks from the everyday grind and spend quality time with our family and friends while enjoying great food and thoughtful gifts. But in order to get there we have to survive the mad year-end rush of goals and deadlines to meet first.


The Truth About Social Selling: 5 Keys to Rock-Solid Results (Webinar)

The Queen of Social Selling Jill Rowley gets brutally honest about one of the hottest — and most misunderstood — topics in sales.

Social Selling Webinar with Jill Rowley | OpenView Labs

There’s a lot of hype around social selling these days, and unfortunately along with that hype comes a lot of misinformation and confusion. As a result, there are a lot of questions — Is it just about turning reps into stalkers on LinkedIn? Does it even work for B2B? Can it replace prospecting altogether? — and also open debate that, while interesting, ultimately isn’t very helpful to managers and sales reps who simply want to move the needle.

Social selling evangelist Jill Rowley is prepared to tell you the truth about social selling. The question is: Can you handle it?


Top 10 B2B SaaS Pricing Experts

A list of the industry’s leading thought leaders and strategists who can help you make sure the price is always right.

Top 10 B2B SaaS Pricing Experts | OpenView Labs

There is a lot at stake in a B2B SaaS Pricing decision.

Pricing affects virtually every element of a business and has a tremendous effect on the bottom line. In fact, it is one of the few levers that can be pulled to generate additional revenue overnight. However, it is also one of the more publicized moves an executive team can make and can lead to negative reactions from a customer base, or, in worst cases, an exodus. So it is no surprise that pricing is an interesting but also intimidating topic for B2B SaaS executive teams.


3 Fatal Mistakes to Avoid When Hiring a VP Sales

If there’s one hire you can’t afford to get wrong, it’s VP of Sales. Yet that’s exactly what many startups do. SaaS sales experts Jason Lemkin and Aaron Ross share three of the worst mistakes to avoid.

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As SaaS expert and Storm Ventures Managing Director Jason Lemkin put it in his 2013 Sales Hacker Conference presentation, “70% of Saas First VP Sales don’t make it to 12 Months. It’s one of the most common, and also most devastating mishires in startups.”

What can companies do to avoid sinking their time and resources into a bad hire? That’s one of the topics Lemkin and Aaron Ross, co-authors of The Predictable Revenue Guide to Tripling Your Sales, tackled in our recent webinar Ask Me Anything: Aaron Ross & Jason Lemkin on How to Build a Winning Sales Team.


Ultimate Guide to B2B Sales Hiring & Management

Properly building, managing, and scaling a great B2B sales team is essential if you want to have any hope of growing your business. Get access to some of the best expert tips, insights, and resources in this guide for first-time sales leaders and old pros, alike.


Editor’s note: This is a living document, and our goal is to update it regularly with the best resources around SaaS and B2B sales. Have a suggested link we should add? Let us know in the comments below.