How to Hire Customer Success Managers: The New “It” Job in Tech

In the startup world, customer success professionals are suddenly the most popular kids on the block. That means finding and hiring a great one isn’t easy.

How to Hire Customer Success Managers | OpenView Labs

Often operating as the glue between sales, marketing, and product, customer success professionals must not only serve as the voice of the customer in all internal conversations and initiatives, but also be extremely data-driven and results-oriented to drive improvements in customer retention and satisfaction rates. That can be a lofty task, and the challenge for many organizations looking to build a customer success team is finding strong candidates who can handle the level of work needed to achieve top results in the role.


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Sales Calls from the Crypt: 5 Experts Share Their Worst Sales Horror Story

We asked five of the industry’s top sales pros to share their most nightmarish sales experiences. They didn’t disappoint.

Worst Sales Calls Horror Stories | OpenView Labs

If you’ve worked in sales, you’ve undoubtedly made a mistake or had an experience you wish you could forget. Whether it’s accidentally (and permanently) deleting a presentation deck just before a big meeting, or realizing you called a prospect by the wrong name after hanging up the phone — sales snafus can be haunting.


Google’s Secret Hiring Formula

Take a rare peek inside the Googleplex to discover why Google credits its success in attracting — and retaining — top talent to four key hiring criteria.

Google secret hiring formula

This week, members of the OpenView Talent Team attended the LinkedIn Talent Connect Conference in San Francisco. On Tuesday morning we were lucky enough to attend a rare presentation from Google. Laszlo Bock, SVP of People Operations, shared the secrets behind the company’s hiring and retention success.


Metrics for Evaluating International Markets

When international opportunities come knocking, how do you know which opportunities are worth chasing and which aren’t? Here are the metrics you need to make a confident decision.

Metrics for Evaluating International Markets | OpenView Labs

Many expansion-stage companies consider entering new international markets at some point or another during their journey. Typically, the initial thoughts begin when a company starts seeing its first high-quality opportunities coming in from abroad or they close their first international deal. This is an exciting moment because the international market(s) feel within reach, but it is also a very scary one, since the investment requirements can be very intimidating for a young and typically capital-strapped company.


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Predictive Lead Scoring Made Simple

What is predictive lead scoring? Here’s a quick, no-nonsense breakdown of what it is and why it’s gaining so much traction in B2B.

What is Predictivie Lead Scoring? | OpenView Labs

With more and more B2B companies flocking to predictive lead scoring (14x more than in 2011) and more vendors like Mintigo, Lattice Engines, Infer, Fliptop, and others offering it as a service, it raises a simple but important question: what the heck is predictive lead scoring, anyway?


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How to Survive in Today’s Sales World by Adding Value from Minute 1

Want to stay relevant in today’s rapidly evolving sales world? Sales trainer John Barrows explains why winning more deals now comes down to learning how to give before you get.

 Adding Value to Sales Calls | OpenView Labs

It’s a tough world out there for the average sales rep. According to sales trainer John Barrows, the future looks bleak. Of course, the key word in that sentence is “average” and Barrows acknowledges that highly driven, exceptional salespeople are going to do just fine. The reason? Because they’re adaptive, and they recognize one thing: To truly engage prospects, just pitching your solution doesn’t cut it. Not anymore. These days, it’s all about adding value.


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Choosing the Best Sales Compensation Plan for Your Business

Sales strategy consultant Michael Hanna breaks down the keys to designing an effective sales compensation plan that keeps your team motivated and focused on the right results.

Choose the Best Sales Compensation Plan | OpenView Labs

Want to get a sales rep’s complete, undivided attention? Bring up their compensation plan. Few things have such a direct, immediate impact both on reps, personally, and on your business as a whole. It’s crucial that you get your comp plan right — not only to ensure your reps are motivated, but to ensure they’re motivated around the right activities that are truly going to move the right needle for your business. Get it wrong and your business could wind up paying the ultimate price.


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The Perfect Playbook for Cold Calling the C-Suite

Having trouble breaking through to a prospect? Sometimes the best move is going straight to the top.

Playbook for Cold Calling Executives | OpenView Labs

Sure, it can seem intimidating to call up executives, and they may not be your first target. But sales executive, author, and serial entrepreneur Jeff Hoffman argues calling the C-suite is a sales strategy that can actually produce remarkable results. Here’s why and how to do it.