Strictly Sales Episode 11: What to Do When Prospects Are “All Set”

In this episode of the Strictly Sales podcast, sales executive and educator Jeff Hoffman shares his tips for pushing through a cold call regardless of whether your prospect says they’re “all set.”

Strictly Sales Episode 11: What to Do When Prospects Are "All Set"

It’s the kiss of death on a cold call. Salespeople hear it all the time, “We’re all set.” So what do you do when you hear those three words?

No need to fumble awkwardly. In this episode of Strictly Sales, Jeff Hoffman explains how to turn that phrase into a “reverse close” that will leave even the most stubborn customers interested.


How to Build a Success Profile for New Sales Hires

Finding the perfect sales hire is a lot of work. Learn how John Kaplan of Force Management recommends  streamlining the process by building success profiles.

How to Build a Sales Hiring Success Profile | OpenView Labs

When it comes to sales hiring, many mangers may be basing their decisions too closely on how candidates have succeeded elsewhere, when they should be focusing on identifying strong indicators of success on their own teams.


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How Intronis Runs a Successful Voice of the Customer Program

Customer Success teams are on the front lines of customer engagement, and often have access to a treasure trove of customer information. In this post, Intronis VP of Partner Success Jasmine Lombardi shares tips for how your company can convert that insight into valuable action.

How to Run a Voice of the Customer Program | OpenView Labs

Former General Electric CEO Jack Welch was famous for obsessing over customer feedback and intelligence, and driving his teams to do everything in their power to make those customers successful.

In fact, the now-retired Welch believed so strongly in listening to the voice of GE’s customers that he once quipped, “There are only two sources of competitive advantage: The ability to learn more about our customers faster than the competition, and the ability to turn that learning into action faster than the competition.”


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 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. 


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.


Enable Your Customer Success Team to Get Creative

Learn the benefits to letting your customer success team lose.

Most companies recognize the value of their customer success team. But all too often the scope of their influence and presence is limited. The team at New Relic, though, takes a different approach. In this post at Totango, Ells Luk explains how their customer success team takes the road less traveled.

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