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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Pros and Cons of Offering a Sign-on Bonus 

Finding the best candidate for the position can be difficult enough, but add in increased salary expectations from the candidate and you can find yourself between a rock and a hard place. Here is a tip for splitting the gap.

Pros and Cons of Offering a Sign-On Bonus | OpenView Labs

When it comes down to the negotiation stage of bringing in a new employee, the hiring manager and/or team needs to be prepared to play the game tactfully. Of course, that’s true for both sides. Because if either party comes off too strong, uncooperative, or resorts to ultimatums, the offer can fall apart.

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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.

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How to Successfully Manage a Startup Internship Program

In order for an internship program to be successful and sustainable it must become part of your company’s natural rhythm. Find out how you can make it self-managing.

How to Manage an Internship Program | OpenView Labs

Starting an internship program is an investment that can deliver significant returns. Over the course of this series we’ve covered all the necessary steps to get one off the ground, but if you really want your investment to continue paying off for the long haul you need to conduct a little ongoing maintenance.

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7 Keys to Cold Emails that Guarantee You a Response

It’s time to stop hitting send and crossing your fingers. Here are seven simple tips to boost your response rates by drafting cold emails that convert.

7 Tips for Writing Cold Emails | OpenView Labs

You’d imagine that with all the new marketing platforms and email-optimizing technology, we’d have figured out the secret to cold emails by now. Yet here we are — still hitting send and blindly holding out hope this will be the one that gets a response. Entrepreneurs are still struggling to convince VCs that their pitch email is worth opening; job seekers are still failing to persuade employers they’re that one-of-a-kind candidate; and sales people still haven’t found the perfect balance between being irritating and accessible.

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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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6 Ways to Leverage and Empower Brand Ambassadors

When leveraged properly, your customers can be the greatest marketing asset you have. Here are six tactics to recruit them as brand ambassadors.

 6 Ways to Leverage Brand Ambassadors | OpenView Labs

Many successful B2B software companies leverage customer-led events and campaigns to build and grow their brand. Two big ones that immediately come to mind are Salesforce.com and Rackspace. So why then are many startups hesitant to follow suit? One reason is that startup executive teams are typically preoccupied with the fear of asking too much of their customers and driving them away. They allow that fear to distract them from seeing the bigger picture. And that’s a big mistake.

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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).

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