How HubSpot Scaled Its Sales Organization

Scaling your sales organization can be a daunting task. Find out how HubSpot Director of Training and Development Andrew Quinn made it happen by emphasizing new ways of thinking about the sales process.

How HubSpot Scaled Its Sales Organization | OpenView Labs

A lot of sales leaders focus on the numbers (as they should). But what they don’t focus on as much are the repeatable processes salespeople have to actively do in order to deliver those numbers. Andrew Quinn, “The Sales Doctor” at HubSpot, says his team has worked hard to figure out what the best communication methods are — from voicemails to emails to vocabulary — and discovered what it takes to scale those efforts accordingly as the company and your team grows.


The Ultimate SaaS Pricing Resources Guide

Getting pricing right is one of the most difficult — and important — challenges a SaaS company faces. In this guide you’ll find the best resources available to help you determine your ideal pricing model.

The Ultimate SaaS Pricing Resources Guide | OpenView Labs

Editor’s note: This is a living document, and our goal is to update it regularly with the best resources around SaaS pricing. Have a suggested link we should add? Let us know in the comments below.

Pricing is an area that many startup and expansion-stage software companies struggle with. We’ve developed and featured a lot of pricing best practices over the years, from OpenView as well as external experts. Below you’ll find the best of the best.


Building a Startup Internship Program: How to Interview & Extend Offers to Interns

Interviewing prospective interns is much different than interviewing experienced candidates. What skills should you be looking for, and what questions should you be asking to identify them?

Sample Internship Interview Questions | OpenView Labs

As mentioned in my last post, interviewing intern candidates and pushing them through a formal process is an integral part to building a successful internship program.

That being said, interns have less work experience to draw upon and would most likely fail if you interview the same way you interview a full time hire.


The Road to Customer Success: A Resource Guide

For SaaS companies, investing in customer success is the key to increasing retention, securing referrals, combating churn, and, ultimately, boosting your revenue. This resource guide provides best practices for developing your strategy, building your team, and optimizing your results.

Customer Success Resource Guide | OpenView Labs

Editor’s note: This is a living document, and our goal is to update it regularly with the best resources around customer success. Have a suggested link we should add? Let us know in the comments below.

For SaaS companies, focusing on customer success is no longer optional — it’s mandatory. Today’s customers are more informed and empowered than ever, and they’re certainly not afraid to ditch your product for a competitor’s. In order to ensure your customers are satisfied, you need to be dedicated to making them as successful with your product as quickly as possible. 


3 Components of a Successful Lead Nurture Strategy

If you’re serious about lead nurturing you know it takes more than a simple drip campaign. Here are three key components that can help you maximize your lead volume while actually cutting down on costs.

 3 Components of a Successful Lead Nurture Strategy | OpenView Labs

It doesn’t take much to convince marketers and their sales counterparts that an effective lead nurture strategy is a critical piece of any modern B2B marketing mix. After all, according to Forrester Research, organizations with best-in-class lead nurture strategies generate 50% more sales ready leads at a 33% lower cost per lead. But there’s a big difference between acknowledging nurturing is a good idea and becoming best-in-class, and far too many marketers stop well short.


Strictly Sales Episode 10: How to Make Assistants Your Allies

In this episode of the Strictly Sales podcast, sales executive and educator Jeff Hoffman shares his tips for turning one of your biggest roadblocks into one of your greatest assets. Learn how cold calling gatekeepers can get you better results.

Strictly Sales Episode 10: Making Assistants Your Allies |OpenView Labs

As a sales person, by now you’re used to rejection. And one of the most common ones you’ve likely received comes in the form of a deflection from a gatekeeper. “They’re unavailable right now. Why don’t you give me your contact information, and I’d be happy to pass it along.” Sound familiar?


The Ultimate Guide to Startup Sales Tools

Looking for a leg up to fuel your company’s early-stage customer acquisition? Sometimes you need the right tools to win. Bowery Capital is sharing the very best sales tools their founders are using to grow their businesses and transform their results.

The Ultimate Guide to Startup Sales Tools | OpenView Labs

The folks at Bowery Capital have put together a fantastic guide to startup sales tools, and they’ve given us the go-ahead to curate it for our audience here. Dive into the list below, organized by each tool’s role in the go-to-market process. For the full guide and additional context behind its creation, head over to Bowery’s blog here.


Startup Recruitment: The Best Austin Universities to Hire From

Where should startups look to hire interns and entry-level talent in the hottest growing tech hub in the country? Here is a list of universities that serve as prime recruitment targets in the city.

Austin Skyline

Editor’s Note: This post is part of a series focusing in on one of the fastest growing tech hubs in the country: Austin. Over the coming weeks we’ll be exploring this thriving startup scene in depth, and sharing stories from the entrepreneurs who make it tick. 

I’ve written many times about the value of interns and recent grads can have on an organization (especially a startup or expansion-stage company). If you hire the right ones, they are sponges, eager to learn and to impress. The question is — how do you find them?

While every student is different and you can never generalize solely based on university, the fact is, determining which schools to target first is key. Here are some of the best schools in the Austin area to recruit from for intern and entry-level hires.


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