On the Road Again: Executing the Sales Process with Balihoo

Devon-McDonald by

If you’ve ever read any of my blog posts, you would know that one of my primary roles at OpenView Labs, the operational consulting arm of OpenView Venture Partners, is to provide lead generation consulting to the expansion stage companies we invest in, should they have a need for this sort of value-add assistance.

This could entail anything from check-in calls with inside sales reps regarding new approaches to their outbound calling efforts to the other extreme — managing a team of lead generation specialists who actually work within OpenView’s office for a portfolio company. This concept of “incubating” practices in-house for our investments is something that is very unique in the VC space, and I am proud to be a part of it.

This week, I am back in Boise, Idaho working with one of our portfolio companies, Balihoo. Balihoo is in the process of adding additional team members and also improving their national brand’s sales channel strategy. Two weeks ago, when I was in Boise, I participated in two days of meetings with Balihoo’s CEO Pete Gombert, Program Manager Matt Borud, and OpenView’s Brian Zimmerman to define the current sales process and identify any gaps (content, process, etc).

After a week of analysis and preparation, I am back in Boise to actually execute the defined process with the sales team acting as a Balihoo inside sales rep — I’ll be using the scripts and other content to find out — is the message resonating with the prospects? Additionally, over the course of the week I will be working with OpenView’s recruitment team (Diana and Vic) to kick off the search to find the best inside sales candidates for Balihoo’s sales organization.

Time’s ticking… I need to get on the phones — Wish me luck!

-DW