Bursting the Social Selling Bubble

There’s plenty of hype around social selling these days and, frankly, Mike Weinberg is sick of hearing it. Learn why he’s dead set on dispelling social selling myths that aren’t just misleading, but flat-out dangerous.

Bursting the Social Selling Bubble | OpenView Labs

You hear them everywhere these days — loud, shrill voices proclaiming that everything has changed, that social selling has replaced traditional prospecting and selling. In this week’s episode of Labcast, Mike Weinberg, founder of The New Sales Coach and one of OpenView’s Top 25 B2B Sales Influencers for 2014, explains why he believes that kind of thinking is dangerous, and why we should look to social as a supplemental tool rather than a replacement. Fair warning: This may get loud.

Transcript

Death of the Average Sales Rep

Are sales professionals doomed to become irrelevant? Sales trainer John Barrows highlights three disturbing trends and shares what sets apart the select few reps who will survive and thrive.

business man beach

3 Disturbing Trends Threatening Sales As We Known It

I’m noticing three very disturbing trends in sales and marketing that I think seriously threaten the relevance and livelihood of the average sales professional.

More

When and How to Promote Business Development Reps

Your best business development reps want to be closing, and you want to help them get there. Influitive VP of Sales Emmanuelle Skala explains how to do it right by defining a clear path for promotion.

How to Develop a BDR Promotion Track | OpenView Labs

Hiring a great sales rep is hard enough. Once you have one on board you want to do everything you can to keep them and help them advance. For business development reps (BDRs) that means offering them a chance to be promoted to Account Executives (AEs). But as Emmanuelle Skala, VP of Sales at Influitive explains, not only will having that promotion track clearly defined and standardized help your BDRs succeed, it will also save you considerable pain and confusion.

More

photo by:

How to Win Customers from Entrenched Competitors

Going head-to-head with an incumbent solution? Nir Eyal, author of Hooked: How to Build Habit-Forming Products, provides a three-step playbook for coming out on top.

How to Win vs. Entrenched Competitors | OpenView Labs

Editor’s note: In the Boston area? Come meet Nir in person. He’s hosting a workshop on building habit-forming products on Wednesday, October 22nd. Use the discount code “OpenView” for 30% off the event.

Taking on an established solution can be incredibly difficult, regardless of how good or bad it is. That’s because often what you’re going up against isn’t just a particular set of features, it’s how habitual use of those features has become.

You know what they say about old habits, after all — they die hard.

More

The Lean Brand: Applying Lean Principles to Eliminate Marketing Waste

Is it really possible for companies to apply lean concepts to brand development? Jeremiah Gardner and Brant Cooper not only think so, they also wrote the book on the subject.

 Lean Brand Development | OpenView Labs

In this week’s Labcast, Jeremiah Gardner and Brant Cooper, authors of the upcoming book The Lean Brand, explain why we need a new approach to branding that centers around quick iterations and removing waste.

Transcript

Sales Metrics for BDRs and Account Executives

When evaluating BDRs and Account Executives it often comes down to the numbers. But which numbers should those be, exactly?

BDR Metrics and Account Executive Metrics | OpenView Labs

Monitoring the right sales metrics is vital for your sales team’s performance and development. Tracking the wrong metrics, meanwhile, can be distracting at best and detrimental at worst. So which should you be focusing on?

We asked Emmanuelle Skala, VP of Sales at Influitive, to share the metrics she looks at for both business development reps (BDRs) and account executives (AEs).

More

photo by:

7 Steps HubSpot Used to Scale Its Channel Sales Program

As of June 2014, HubSpot’s reseller program has produced over 40% of its customers. VP of Sales Pete Caputa shares the company’s playbook for making that happen.

How to Build a Channel Sales Program | OpenView Labs

How HubSpot’s Channel Sales Program Came to Be

In 2011, Inc. Magazine published a profile of HubSpot CEO Brian Halligan that highlighted our company’s propensity to “fire” employees from their day jobs so they could grow out of their roles and graduate into more entrepreneurial, innovative positions. That magazine article happened to showcase my graduation from sales rep to the creator of HubSpot’s reseller program — a strategy that produced approximately 42% of our customers as of June 30, 2014 and 33% of our revenue for the six months ended June 30, 2014.

More

Are These the Most Important Sales Metrics to Track?

If you want to have any hope of accurately predicting your sales performance, not to mention determining where you can improve, you need to know what to measure and track.

The Most Important Sales Metrics to Track | OpenView Labs

Editor’s note: This guest post from Mike Brooks originally appeared on his Inside Sales Training Blog as The Three Most Important Metrics to Measure.

What are your three most important sales metrics you measure to track and predict revenue?

That was the question I asked my LinkedIn “Inside Sales Management Group,” and the answers I received were quite interesting. Whether you’re a business owner, sales manager, or even a sales rep, you know that metrics are a crucial way to measure your performance, predict revenue, and evaluate progress made. But which metrics are the most important? Before I give you my answer, let me share some of the answers I received.

More

photo by: