How to Establish Your Automation Platform

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. Automate! Your automated platform, or sales CRM, is the place where you should store all of the data pertaining to your outbound initiative and track it…

How to Engage Your Bloggers

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the blogging administrator. In order to keep the output and quality high, it’s important to keep your bloggers engaged with the blogging initiative. Without engagement your program will fail. That said, you have to keep looking for new ways to spark interest firm-wide,…

How to Market Your Case Studies

This is a part of a series that was created to help you create case studies for your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. What’s the point of creating a case study if you haven’t found the appropriate channels to distribute it? As the initiative owner, it’s up to you to determine the best ways to get this content into the hands of the target audience. Consider these vehicles for distribution: E-mail campaign from the individuals on your sales team to their…

The Outbound Manager’s First Responsibility

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. Hiring Your Business Development Reps Not everyone is cut out for outbound prospecting. The job requires quick wit, thick skin, and strong determination. OpenView has designed…

The Outbound Manager's First Responsibility

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. Hiring Your Business Development Reps Not everyone is cut out for outbound prospecting. The job requires quick wit, thick skin, and strong determination. OpenView has designed…

How to Set Up your Employee Bloggers for Success

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the blogging administrator. Don’t assume anything. As blogging administrator, it is your role to walk your bloggers through a thorough training process. Make sure your training sessions are a combination of: Operational training —how to use the blogging platform Quality training — how…

Execute the Creation of Your Case Study

This is a part of a series that was created to help you create case studies for your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. From start to finish, case study creation can take anywhere from a couple weeks to several months – it is up to you to establish expectations with your freelancers. As a reference, it takes OpenView four weeks to create a case study. Be prepared that often times, the external case study participants (your customers) may take awhile to…

What is the Role of the Outbound Prospecting Manager?

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly. As the manager of a team of outbound prospectors, it is imperative that many processes and tasks are completed/in motion before your reps start dialing. Launching an outbound prospecting initiative is not as simple as hiring a cold-caller, giving them a list/computer/phone, and saying, “Start calling!” Use this checklist as a guide to stay…