5 Questions Leaders Need to Ask Before Adopting Scrum

Organizations don’t magically become agile overnight. It’s a significant transition process that requires every individual to reexamine and adapt their role. And it starts with leadership answering some fairly difficult questions.

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Editor’s note: This is a guest post by Scrum Trainer and Coach Kane Mar, founder of Scrumology.com and creator of Scrum101.com.

The challenges modern organizations face make Agile compelling. Who wouldn’t want more frequent releases of product? Who doesn’t want to be more adaptable to an ever-changing business environment? But too many leaders are contemplating adopting Scrum without understanding the full impact that Scrum can have on their organization, career, and goals. 


21 Questions to Help Open Up a Stalled Sale

Treading water with a prospect? Sales strategist Mike Brooks shares 21 questions to get a stalled sale moving in the right direction.

21 Questions to Open Up a Stalled Sale | OpenView Labs

Editor’s note: This post originally appeared on EyesOnSales.com.

Have you ever been in a closing situation that seems to have stalled, where your prospect isn’t quite objecting per se, but definitely aren’t going where you want them to go? If so, then you may find it necessary to “re-open” the close, so you can get your prospect talking and find out exactly what they’re thinking and where they might be leaning.


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15 Expert B2B Sales Hacks to Try Now

Dive into a collection of cutting edge sales strategies, tactics, and hacks employed by experts and B2B salespeople at the top of their game.

15 Expert B2B Sales Hacks | OpenView Labs

With the latest Sales Hacker Conference scheduled for September 15th in Boston, Sales Hacker Media founder and CEO Max Altschuler takes a look back at previous conferences and recalls 15 of the best B2B sales hacks presented there, from experts like John Barrows, Kyle Porter, Jason Lemkin, Tawheed Kader, and more.


How Millennials Are Changing the Way Inside Sales Hiring and Training is Done

Like it or not, the Millennial generation doesn’t think, work, or behave like generations before it. But as sales expert and bestselling author Josiane Feigon explains, that’s not necessarily a bad thing — particularly for inside sales organizations that know how to adapt to those differences.

Inside Sales Hiring Trends: Impact of Millennials | OpenView Labs

Inside Sales Hiring Trends: Millennials Are Changing the Game

When Josiane Feigon used to design sales training sessions for her clients, the co-founder and President of TeleSmart Communications typically focused on creating highly-structured, two-day events that fully immersed new inside sales reps in everything they needed to know to be successful.

Today, however, Feigon’s approach is much different. Instead of two-day training sessions, she now builds programs around one or four hour training sprints. And instead of relying on the once-effective “talking head” training approach, Feigon’s program now favors a shorter, more collaborative peer-led curriculum.


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How to Do Video Marketing Like Wistia: Tips from Co-Founder Chris Savage

What does it take to be a video marketing pro? Wistia CEO Chris Savage answers the biggest questions about getting it right.

How to Do Video Marketing Like Wistia: Tips from Co-Founder Chris Savage

By now, you know the stats. Not only is video rapidly becoming the dominant form of online content (according to Cisco, video will account for 79% of all consumer internet traffic by 2018), it’s also proving itself as an extremely effective marketing tool (quick example, emails with videos receive a 2x-3x increase in click-through rates).

You know you need to start incorporating more video into your marketing, but if you’re like many B2B marketers, you’re not exactly sure where to begin (especially if you’re on a tight budget).


The 5 Must-Have Elements of a Modern B2B Website

Robert Mohns, Lead Strategist at iMarc, and Allison Boyajian, Marketing Coordinator at iMarc explain the most important components of successful B2B website design.

B2B Website Design: 5 Must-Have Elements | OpenView Labs

So you’re a B2B company and you’re redoing your website. What’s most important? Here are five critical elements that will ensure your website gets clicks.


Behind HubSpot’s Sales Playbook

Building out your sales enablement resources? Find out what goes into HubSpot’s sales playbook, and the discover the keys behind their ongoing training and development for reps.


A key tool for any sales organization, making a solid sales playbook available to reps is especially crucial for teams that are rapidly scaling. Not only can it help boost individual rep performance by providing best practices, it can also ensure you maintain that all-important consistency in your sales process even as your team expands and evolves.


The Most Important Skill of Remarkable Sales Managers

There are many skills that a successful sales manager needs to have, but Pantheon VP Sales & Business Development Scott Crawford explains why one stands above the rest.

The Most Important Sales Manager Skills | OpenView Labs

Not every great sales rep is cut out to be a great sales manager. Just because you’re able to effectively close doesn’t mean you can effectively lead, and the fact is the qualities that spell success in each role are different.