Key Areas of Sales Execution

Brian Zimmerman

November 18, 2010

I am very excited to be hosting the OpenView Labs upcoming Sales Execution Workshop. One of the key objectives of the workshop will be to help our portfolio companies tie together the desired culture, efficient sales process, risk mitigation and ideal sales attributes for their products/services and markets. No pre-determined perfect answer exists, for they vary from company to company and one can point to both great successes and failures from each of these factors.

The workshop is intended to guide the portfolio companies in creating a solid game plan tailored specifically to their company’s needs. The workshop focuses on the following key areas of Sales Execution:

1. culture
2. value proposition
3. sales process and risk
4. competitive positioning
5. sales staff modeling and attribute identification

After the workshop, I plan on writing more about each of these key elements!!

SVP Marketing & Sales

<strong>Brian Zimmerman</strong> was a Partner at OpenView from 2006 until 2014. While at OpenView he worked with our portfolio executive teams to deliver the highest impact value-add consulting services, primarily focused on go-to-market strategies. Brian is currently the Senior Vice President of Sales and Marketing at <a href="http://www.5nine.com/">5Nine Software</a>.