How to Sell More by Doing Less

Multitasking is one of the hardest habits to break for sales professionals. Sales expert Jill Konrath explains how sales prioritization will actually allow you to accomplish more in less time.

Sales Prioritization: Get More Done in Less Time | OpenView Labs

Let’s face it sales professionals: You’re addicted to multitasking. Chances are you’re glancing at email notifications and stopping to respond to texts as you read this post. Multitasking is understandable — you’ve got calls to make, meetings to attend, emails to reply to, and 20 other things to do before lunch time — but that doesn’t make it effective. You may think you’re accomplishing more when your brain is going 100 miles per hour, but think again.

As Jill Konrath, author of Snap SellingSelling to Big Companies, and most recently Agile Selling, explains, multitasking can actually degrade your thinking. It can cause a woman’s IQ to drop 5 points. For men, that rises to a 15-point drop!

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How to Overcome Your Buyer’s Fear of Change

Insight Demand CEO Michael Harris explains how salespeople can utilize insight scenarios to help buyers realize that change isn’t what they should fear — it’s status quo.

How to Overcome Your Buyer's Fear of Change | OpenView Labs

Editor’s note: This is an adapted excerpt of a previously conducted podcast with Michael Harris. Click here for the full interview.

The fear of change can be one of the biggest barriers to customer buy-in. To take on risk, not only does the buyer need to think a decision right, it also has to feel right. After all, even if a buyer is convinced of a product value from a rational perspective, the bigger question is often whether they’re willing to go against their gut.

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photo by: Freddie Peña

The Secret to Faster Delivery: Or How to Stop Worrying and Learn to Love Uncertainty

If you truly want to achieve faster product delivery, the key is to embrace something that most companies can’t stand: uncertainty. Alex Adamopoulos, the founder and CEO of Inc. 500 IT consulting and education business Emergn, explains why.

The Secret to Faster Delivery: Embracing Uncertainty | OpenView Labs

Editor’s note: This article is an extract from the Emergn Value, Flow, Quality® Education Program. For information on how you can receive more tips and training on Agile and Lean principles, visit Emergn.com.

There are a lot of reasons — some justified, others less so — for why growing B2B SaaS companies resist the push toward embracing agile development methodologies. One of those factors is the requirement that companies embrace something else in the process: Uncertainty.

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The Secret to Achieving 97% Employee Retention

You’ve worked so hard to find and win the very best talent around. Don’t let a lousy employee retention strategy send them flocking to your competitors. Monetate VP of People Ben Russell shares his secrets for keeping employees happy and motivated.

The Secret to 97% Employee Retention |OpenView Labs

Take a good look at your company. What gets your employees excited to come to work in the morning? Is a fridge stacked with unlimited snacks really your answer? Sure, cool perks or the opportunity to work for a “hot” company might get your employees pumped temporarily. But if you truly want them to stick with you throughout the growth of your company, you’re going to need a better employee retention strategy.

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When it Comes to Startup Recruiting, Location Matters

But maybe not in the ways you think. Kareo CEO Dan Rodrigues explains the pros and cons of startup recruiting outside of Silicon Valley.

Recruiting: Startup Location Matters | OpenView Labs

With seemingly dozens of new startups popping up every single day, recruiting is a top priority for businesses everywhere. Competition is heating up, and demand is unfortunately slow to catch up. In fact, according to the Silicon Valley Bank’s 2013 Startup Outlook report, 90 percent of startups today say they’re ready to hire, but are finding it difficult to scale because they can’t find, attract, and hire people with the skills they need to make that happen.

In other words, just because you’re hiring doesn’t mean software engineers are going to be lining up outside your door.

If that’s true for practically all tech companies what does it mean for those operating slightly off the beaten path? As Kareo CEO Dan Rodrigues explains, a location outside of the traditional tech hot beds can pose challenges, but also have its benefits, as well.

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Jill Konrath’s 3 Keys to Mastering Rapid Learning

Are you struggling to close sales while also absorbing new information and skills every day? Jill Konrath, author of Agile Selling explains how embracing rapid learning is the key to staying ahead of the sales curve.

Lights of ideas

As a sales professional, you’ve probably encountered this situation: You’re interacting with a prospective customer, and they seem genuinely interested in your product. Multiple missed calls and unanswered emails later, you hang up the towel and accept they’ve vanished into the sales black hole.

What did you say (or didn’t say) to drive them away? According to sales expert Jill Konrath, author of the new book Agile Selling and one of OpenView’s Top 25 Sales Influencers for 2014, it’s probably not something you did. In fact, it’s not about you, at all. 

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photo by: Saad Faruque

Hire More “A” Players with a Scorecard Methodology

How do you make sure you’re hiring the very best candidates? Monetate’s Ben Russell shares a unique hiring strategy he calls the “Scorecard Methodology.”

Interviewing Tactics: Scorecard Methodology | OpenView Labs Hiring can make or break your organization. While “A” players will drive you to success, mis-hires will only waste valuable time and resources. That means when it comes to the interviewing process, you need to make sure you get it right.

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Why Cold Calling Isn’t Dead (and Other Social Selling Myths Debunked!)

If you thought the rise of social selling meant the end of cold calling, think again. Sales expert Mike Brooks debunks four of the most common social selling myths.

social selling myths

A few years ago, with the arrival of social media and social selling (sales 2.0 they called it), there was an almost euphoric sense spreading throughout the sales community. Everyone suddenly hoped (and, some still hold out the hope), that the worst part of their job — cold calling — was now a thing of the past.

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