5 Tips for Scaling Your Sales Organization

Who has time to think about scaling for the future when your priority is hitting your numbers now? Pantheon VP Sales & Business Development Scott Crawford shares five simple but powerful secrets to building a solid foundation for your sales organization.

 5 Tips for Scaling Your Sales Organization | OpenView Labs

In sales, the most important lessons are often simple to share but incredibly difficult to pull off. That’s what Scott Crawford, VP of Sales and Business Development at professional website platform Pantheon, realized when he turned to his mentors for advice on building a sustainable, scalable sales organization.

Find out what he learned and start laying the foundations for your own sales team’s success.


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Handy Tools and Quick Alternatives to CRM Data Analysis

If you’re a small team with limited time and resources these tools and alternative approaches will help you uncover actionable customer insights you can put to use now.

IMG_3868 CF14 Tools

Editor’s note: This is the third post in a series on how to conduct CRM data analysis. To go back to the first post in the series, click here.

In the previous sections, I described an approach to planning and structuring CRM data analysis. I placed specific emphasis on the steps of setting up the analysis and preparing the input data. And for good reason — those steps are essential to a successful CRM data analysis project.


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Increase Customer Referrals In One Mind-Blowingly Simple Step

Generating customer referrals is easier than you ever imagined.

Sharing a secret

It’s true that your current best customers beget the next generation of your best customers. While you’re plenty happy with all the new users you gain from customer referrals, it sure would be nice if the offspring were produced at a rabbit-like pace. Well, the process doesn’t have to be as organic as you might think, as David Mitzenmacher explains in this post at Gainsight.

MoreFrom Gainsight

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3 Core Qualities of Successful Sales Talent

Scaling your sales organization can be a daunting task. Find out how you can hire fast and hire right by zeroing in on three distinct traits of top performers.

3 Qualities of Successful Sales Reps | OpenView Labs

Are you actively recruiting and hiring for your sales team? If you’re smart, the answer is always yes. But how do you truly determine the difference between the future A-players you’re interviewing and the destined-to-be-average or below-average reps?

Do you concentrate on their ability to close or their ability to articulate effectively? At HubSpot, Director of Training and Development Andrew Quinn focuses on identifying three distinct qualities that make someone successful in the B2B world.


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First-Time Sales Managers: 4 Tips to Help You Crush Your Numbers

As a first-time sales manager, you may be used to hitting your own goals, but now you’re responsible for your entire team’s performance. Pantheon VP Sales & Business Development Scott Crawford provides four tips to help you rise to the challenge.

First Time Sales Manager Tips | OpenView Labs

Even for top performers, the transition from sales rep to sales manager can involve a steep learning curve. It introduces a completely new set of challenges, ones that you may not have had to deal with when you worked alone. If you’ve recently made the jump, Pantheon VP Sales & Business Development Scott Crawford has four pieces of advice that can help you get up and running and crushing your numbers faster and more effectively.


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How (and How Not) to Conduct Backdoor Reference Checks

Candidate-supplied references don’t always provide you with an objective perspective. To find out what makes a candidate truly tick, backdoor reference checks can be much more revealing.

How to Conduct Backdoor Reference Checks | OpenView Labs

No matter how certain you feel about a sales candidate’s capabilities, competencies, and fit for the role, it is absolutely critical to conduct reference checks. As sales expert Jeff Hoffman explains, salespeople generally excel at selling themselves. And the last thing you want is to hire a C-player just because he or she talked an A-player game in the interview. Vetting those types of candidates through your network (and theirs, if applicable) can go a long way toward helping you avoid making a big and costly mistake.

That’s where reference check interviews can come in.


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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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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.