How to Hire: The Most Important Quality of a Winning Customer Success Team

San Francisco-based API management platform Mashery understands that its people are its biggest asset — and that’s particularly true of the company’s Customer Success function. Mashery Head of Global Customer Success, Boaz Maor, reveals the one quality he looks for when hiring for customer success.

Hiring For Customer Success | OpenView Labs

When leading API management solution Mashery kicks off a search to add a new employee to its growing Customer Success team, the company typically receives and reviews resumes from people with a variety of backgrounds. Some have worked in sales, marketing, IT, or product management. Others have a more direct history in customer service, professional services or support.

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What Inside Sales Managers Can Learn From Watching the World Cup

What’s the most important lesson sales managers can pick up this year’s World Cup? Ori Yankelev makes an insightful analogy between ball possession and sales talk-time: Neither are the best indicators of performance.

What Inside Sales Managers Can Learn From Watching the World Cup

Have you ever noticed the ball possession stat that shows up on the screen multiple times per game throughout the World Cup?

Ball possessionAnd have you ever wondered whether or not it is even a relevant stat to keep track of as a predictor of who is going to win the game?

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Sales Prospecting Basics: 3 Must-Have Checklists

Prospecting is no easy job. But having the right resources and reminders can put even the most junior sales rep at ease, and senior salespeople ahead of their peers.

check mark

Even the most successful salespeople can benefit from going back to basics from time to time. Whether you’re a sales manager looking to improve the performance of your team, or a rep on the rise always looking to improve, these checklists will help keep you on top of your game.

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8 Quick and Easy Ways to Build Relationships with Influencers

Building an influencer marketing program cannot and should not happen overnight. If you want to build a program that will last, it starts with relationships, and relationships need to be real. Handshake man - women

As we’ve built out our influencer program at OpenView, I’ve learned that you need to take a lot of steps back. If your initial goals are to secure some guest content from a top influencer or get someone to share everything you publish the minute it goes live, you’re way ahead of yourself and you (and your team) need to reevaluate your strategy.

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How Showcasing Your Company Culture Can Help You Win Top Talent

Company culture may sound like just another buzzword, but it is crucial to attracting and retaining top talent. OpenView’s Brandon DeWitt offers his tips for incorporating company culture into recruiting.

i love my job

Company culture is more than just a buzzword. It represents a movement focused on making improvements to the company’s success and the attracting top talent. It includes the organization’s values, visions, norms, working language, beliefs, and habits. Company culture also provides the underlying motivation that keeps a company on keeping an organization on-track and motivated to reach higher goals.

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Strictly Sales Episode 7: 5 Keys to a Remarkable Elevator Pitch

Sales executive and educator Jeff Hoffman shares his secrets to an effective elevator pitch that will leave your prospect wanting more.

Strictly Sales Episode 7: Elevator Pitches | OpenView Labs

Whether you’re catching your prospect on the phone, or via email, you typically only have a short window to let them know what your company and your solution is all about. But while the tendency can be to try to cover all the bases as quickly as possible, according to sales executive and trainer Jeff Hoffman, that’s an urge reps need to resist at all costs.

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3 Things Sales Reps Wish Marketers Would Stop Doing Now

Sales vs. marketing — it’s the longest established rivalry in B2B. But according to these sales reps, all could be resolved if marketers would simply stop doing three things that drive them crazy.

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The relationship between sales and marketing is a two-way street. And while it may be bumpy ride at times, it’s incredibly important to keep the communication flowing both ways. To help facilitate that process — and to get everything out in the open — I recently reached out to marketing experts to see what grinds their gears when it comes to working with business development reps (BDRs). Now it’s only fair that we turn the tables and letting BDRs voice their biggest marketing pet peeves. And the good news is, each and every complaint has a solution.

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