Strictly Sales Episode 1: Getting Past Gatekeepers

The hardest part of making a sale is often simply getting on the phone with the right person. Tune in to the first episode of our new podcast series “Strictly Sales with Jeff Hoffman” to discover the secrets to getting past the gatekeepers holding you back.

 Strictly Sales_Episode1

As any salesperson knows, having a good product or solution is only one piece of the puzzle when it comes completing a sale. Being a sales superstar requires a rock-solid dedication to prospecting, unwavering patience and persistence, and of course the ability to be a killer closer. Over the course of the next few weeks, we’re proud to be partnering with sales training, management, and strategy expert Jeff Hoffman on a new podcast series we’re calling “Strictly Sales”.


5 Secrets for Spectacular Email Prospecting Results

At its core, selling is about finding ways to stand out from your competitors. So how can you avoid looking like just another email marketer? Sales expert Kendra Lee has five tips to improve your email prospecting.

5 Email Prospecting Tactics for Spectacular Results

While technology, tools, and rapidly changing customer preferences have changed the way that businesses are reaching and engaging their prospects, selling has always boiled down to one thing — finding ways to stand out from the crowd.


The Keys to Insight Selling: How to Make Your Message Stick

Want to make your messaging 20x stickier? Insight Demand CEO Michael Harris explains how to use the concepts behind Insight Selling to keep your product top of mind long after your call.

The Keys to Insight Selling: How to Make Your Message Stick

Today, customers are more informed than ever. They’ve visited your website, done their research, and already know the business benefits of your product (and your competitors’), often before you even speak with them. In order to set yourself apart and achieve customer buy-in, you can no longer rely solely on technical features or business benefits.

Instead, you need to start employing the keys to Insight Selling — appealing to both the rational and emotional sides of your customers in order to truly resonate and drive the sale home.


From Reactive to Proactive: Transforming Customer Support into Customer Success

What’s in a name? For cloud backup and recovery software company Intronis, quite a lot. Learn why a simple rebranding of the organization’s customer service function was the first step towards dramatically reducing churn and improving customer satisfaction.

One Company's Strategy to Transform Customer Support

Editor’s note: This is the first post in a new series featuring Intronis VP Partner Success Jasmine Lombardi on establishing and optimizing a Customer Success function.

In the second and third quarters of 2013, Rick Faulk, the CEO of Boston-based cloud backup and recovery company Intronis (an OpenView portfolio company) saw something in the company’s operating metrics that he didn’t like. The company’s churn — a critical measurement of business performance and a key factor in revenue forecasting — was much higher than Faulk and his management team wanted it to be.

So, Faulk set out to determine why that percentage was so high.


Tech March Madness Final Results: The Most Customer-Centric Company in Tech

The results are in and we have a winner! Find out who you selected as “The Most Customer-Centric Company in Tech”.

The Most Customer-Centric Company in Tech | OpenView Labs

After four rounds going head-to-head with some of the most respected brands in tech, one company has emerged as the champion of our 2nd annual Tech March Madness tournament.


Tech March Madness Championship: Who is the Most Customer-Centric Company in Tech?

It’s the finals of OpenView’s Tech March Madness tournament, and only one company can come out on top. Who will take home bragging rights and be crowned the Most Customer-Centric Company in Tech? You decide, so vote now!

Customer-Centric March Madness Finals | OpenView Labs

It all comes down to this. We started with 16 of today’s top tech companies — each with a reputation for killer customer service and a passion for customer success — and now only two remain: online retailer Zappos and learning management software company Instructure. One of these companies will be crowned the “Most Customer-Centric Company in Tech”.


Discover the Right Training for a First Time Sales Manager

It doesn’t take long for a first time sales manager to realize they’re playing a whole new ballgame, which is why they need a new rulebook.

Discover the Right Training for a First Time Sales Manager

Just because you have an impeccable driving record doesn’t mean you can get under the hood and figure out the intricacies of the motor. But that’s exactly what you’re asking of a first time sales manager. He or she has excelled at their original responsibilities, but without the proper training, they’ll find it difficult to handle an entire team. Norman Behar offers the tools they’ll need to succeed in this post at Selling Power.

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