Strictly Sales Episode 12: How to Get Past the “No Budget” Objection

In this episode of Strictly Sales, sales executive and educator Jeff Hoffman continues his teardown of the most common sales objections. This week’s target: “We don’t have the budget.”

Strictly Sales_Budget2

If you’re a salesperson, getting rejected is a daily occurrence. Yes, you have to get used to it, but that doesn’t mean you have to like it, or settle for every “no” your prospects throw at you. In fact, many of the most common sales objections aren’t as final as you might think. As sales educator Jeff Hoffman explains, with the right reaction, you might be surprised by how often you can turn any excuse into an opportunity.


The Secret to Better Sales Hires as You Scale

No one has time or resources to waste on bad hires — especially in sales. How do you sniff out the best candidates? Force Management Managing Partner John Kaplan shares a simple secret for ensuring success.

A Better Sales Hiring Process as You Scale | OpenView Labs

As a sales manager at a startup or expansion-stage company, one of your most important responsibilities is developing and maintaining a healthy pipeline of incoming sales talent. Getting caught short-staffed at the wrong moment can be detrimental to your company’s momentum and growth. Worse, making a mistake and bringing on a single bad hire in a key position can set your company back by years.

So what can you do to ensure great hires, even as you’re scrambling to scale? 


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B2B Marketing Lessons from a B2C Startup: Q&A with Greatist Founder Derek Flanzraich

Greatist founder Derek Flanzraich talks about the content philosophy that’s helping his health and wellness media startup achieve incredible growth, and what B2B marketers can learn from B2C brands like Red Bull and GoPro.

Q&A with Greatist Founder Derek Flanzraich | OpenView Labs

When Derek Flanzraich graduated from Harvard in 2010, he wasn’t exactly sure what he wanted to be. Out of college, Flanzraich took a job with Clicker Media (which was subsequently acquired by CBS), but the self-proclaimed lifelong builder says he couldn’t resist the entrepreneurial bug. So, in 2011 Flanzraich decided to follow his passion for health and brand building by founding Greatist, an Internet media startup designed to deliver high-quality fitness, health, and happiness content.


6 Uncoachable Qualities of Remarkable Sales Managers

There are many skills a sales rep can learn through experience, but there are also several that simply can’t be taught. Pantheon VP Sales & Business Development Scott Crawford outlines six uncoachable qualities to look for in your next great sales manager.

Follow The Leader!

Not every sales rep is fit to be a sales manager. Although there are certain skills most can pick up — like forecasting and pipeline management — there are also a number of innate qualities the best managers have that you simply can’t teach. In this video, Pantheon VP Sales & Business Development Scott Crawford breaks down six different qualities he looks for that a rep needs to have in order to be successful sales management material (including a fundamental love and desire to sell).


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Strictly Sales Episode 11: What to Do When Prospects Are “All Set”

In this episode of the Strictly Sales podcast, sales executive and educator Jeff Hoffman shares his tips for pushing through a cold call regardless of whether your prospect says they’re “all set.”

Strictly Sales Episode 11: What to Do When Prospects Are "All Set"

It’s the kiss of death on a cold call. Salespeople hear it all the time, “We’re all set.” So what do you do when you hear those three words?

No need to fumble awkwardly. In this episode of Strictly Sales, Jeff Hoffman explains how to turn that phrase into a “reverse close” that will leave even the most stubborn customers interested.


How to Build a Success Profile for New Sales Hires

Finding the perfect sales hire is a lot of work. Learn how John Kaplan of Force Management recommends  streamlining the process by building success profiles.

How to Build a Sales Hiring Success Profile | OpenView Labs

When it comes to sales hiring, many mangers may be basing their decisions too closely on how candidates have succeeded elsewhere, when they should be focusing on identifying strong indicators of success on their own teams.


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Founder’s Corner: An Open View into Mattermark with Danielle Morrill

Danielle Morrill, co-founder and CEO of Mattermark, shares the story behind her company’s vision and her tips for making it through the transition from early-stage startup to achieving rapid growth.

Founder's Corner: Danielle Morrill | OpenView Blog

This week we’re kicking off a new series in which we’ll be interviewing SaaS founders and CEOs to share their stories and insights behind what it takes to build and grow a great SaaS company.

We were excited to confirm Danielle Morrill as one of our first guests, since — like many people in the tech world and investment community — we’re regular readers of the Mattermark Daily newsletter. Danielle was kind enough to let us interview her for the podcast below. Tune in to learn more about her strategy behind Mattermark’s content, her thoughts on women and salespeople in tech, and her advice for entrepreneurs and VCs.


How Intronis Runs a Successful Voice of the Customer Program

Customer Success teams are on the front lines of customer engagement, and often have access to a treasure trove of customer information. In this post, Intronis VP of Partner Success Jasmine Lombardi shares tips for how your company can convert that insight into valuable action.

How to Run a Voice of the Customer Program | OpenView Labs

Former General Electric CEO Jack Welch was famous for obsessing over customer feedback and intelligence, and driving his teams to do everything in their power to make those customers successful.

In fact, the now-retired Welch believed so strongly in listening to the voice of GE’s customers that he once quipped, “There are only two sources of competitive advantage: The ability to learn more about our customers faster than the competition, and the ability to turn that learning into action faster than the competition.”