Sales Leaders: Stop Sending Lifeless Sales Reports (and Do This Instead)

Before you schedule out another automated daily or weekly report consider taking a page from this incredibly successful CEO’s playbook.


Recently, the team at OpenView Venture Partners was fortunate enough to host former ExactTarget CEO Scott Dorsey for a day at our Boston offices. Scott — whose friendship with OpenView founder Scott Maxwell goes back more than 10 years — was incredibly generous with his time. And the highlight for most of us was an hour-long “Lunch and Learn,” during which Scott shared ExactTarget’s incredible founding story (you can see a full interview with Scott and OpenView Principal Blake Bartlett here).


Top 12 B2B Sales Tools You’ll Need for 2015

Looking to win more deals in 2015? These B2B sales tools will help you connect with the right prospects, steal back your productivity, and boost your results.

Top B2B Sales Tools for 2015 | OpenView Labs

Image courtesy of Todd Quackenbush via Unsplash

In the spirit of giving, we asked some of the top B2B sales experts online to share their favorite sales tools they wouldn’t be without heading into the new year. The result is a hand-picked list of game-changing tools that can help you and your team crush your quota in 2015. Have a great tool that isn’t on this list? Let us know in the comments below.


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.


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.


Want to Create a Successful Business? Stop Trying to Be a Swiss Army Knife

Trying to be everything for everyone is a recipe for failure. Learn how focusing on a smaller niche customer segment can yield bigger results.

 Sackmesser, Swiss Army Knife, Offiziersmesser 04

When I first started managing lead generation initiatives for the B2B technology companies in OpenView’s portfolio years ago, my expectation (or hope) was that every program we implemented would turn out to be a wild success. But, like many things, it didn’t always work out that way. Some excelled in creating a healthy pipeline of highly qualified leads for the business, others struggled to ever truly develop into a revenue driving machine.

While there were many reasons for those successes or struggles, I began to notice one common trend shared by the most prosperous sales and marketing teams: they were laser focused on the handful of segments and buyers that they were most confident they could win.


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B2B Sales Hiring Tips and Trends from the Trenches

Learn how companies are successfully scaling their sales teams with the latest B2B sales hiring tips, tactics, and approaches proven to work.

B2B Sales Hiring Tips and Trends | OpenView Labs


Last year, OpenView’s talent team hired over 100 people for our portfolio, and over 30% of those hires were sales roles. The woman behind the majority of that success is Senior Talent Specialist, Carlie Smith. Given the high demand from the portfolio, Carlie is now nearly 100% focused on sales hiring for our investments.

Most companies at the expansion stage are focused on finding the absolute best sales talent to scale their organizations — and finding it difficult to do so. To help you remove some of the friction from your sales hiring process, I asked Carlie to share some of her best tips and insights on how companies can efficiently and effectively add talent to their teams.


The Startup Trap You Have to Avoid if You Want to Grow

Things may be moving fast in the right direction, but if you want maintain your startup growth you have to avoid one common trap at all costs.

mouse trap helmet

If you are at a startup that has graduated to the expansion stage you’ve done quite well for yourself — so far. OpenView considers the expansion stage to mean that your business is generating 2-20 million in annual revenue. Any business that can get to these numbers today’s competitive marketplace should be proud.


20 of the Best Interview Questions for Sales Hires

We asked 20 top B2B sales leaders and experts for their favorite interview question to ask new sales hires. Find out what they said.

Best Interview Questions for Sales Hires | OpenView Labs

Asking candidates the right questions during a job interview is always important, but that’s especially true for sales roles. After all, these are people trained to pitch and spin for a living. How do you ensure you’re cutting through to the core competencies of each candidate, and filling up your team with A players who can truly deliver?

Below you’ll find a collection of favorite interview questions from some of the top minds in B2B sales — each designed to help you identify the top performers who will make a bigger impact and fuel your company’s growth.