How to Sell More by Doing Less

Multitasking is one of the hardest habits to break for sales professionals. Sales expert Jill Konrath explains how sales prioritization will actually allow you to accomplish more in less time.

Sales Prioritization: Get More Done in Less Time | OpenView Labs

Let’s face it sales professionals: You’re addicted to multitasking. Chances are you’re glancing at email notifications and stopping to respond to texts as you read this post. Multitasking is understandable — you’ve got calls to make, meetings to attend, emails to reply to, and 20 other things to do before lunch time — but that doesn’t make it effective. You may think you’re accomplishing more when your brain is going 100 miles per hour, but think again.

As Jill Konrath, author of Snap SellingSelling to Big Companies, and most recently Agile Selling, explains, multitasking can actually degrade your thinking. It can cause a woman’s IQ to drop 5 points. For men, that rises to a 15-point drop!


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Jill Konrath’s 3 Keys to Mastering Rapid Learning

Are you struggling to close sales while also absorbing new information and skills every day? Jill Konrath, author of Agile Selling explains how embracing rapid learning is the key to staying ahead of the sales curve.

Lights of ideas

As a sales professional, you’ve probably encountered this situation: You’re interacting with a prospective customer, and they seem genuinely interested in your product. Multiple missed calls and unanswered emails later, you hang up the towel and accept they’ve vanished into the sales black hole.

What did you say (or didn’t say) to drive them away? According to sales expert Jill Konrath, author of the new book Agile Selling and one of OpenView’s Top 25 Sales Influencers for 2014, it’s probably not something you did. In fact, it’s not about you, at all. 


photo by: Saad Faruque

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.


HubSpot’s Secret to Scalable Sales Enablement

Your sales team is rapidly expanding. How do you continue supplying them with all the support materials they need, while making sure they stay on message and don’t go rogue? HubSpot Product Marketing Director Rick Burnes explains how his team’s unique solution helps them empower customers and maximize sales.

Scaling Sales Enablement

What does a typical conversation between your sales team and your prospects sound like? Do calls quickly dive into strategies and problem solving or are they simply a boring show-and-tell of your product’s features? Or worse, is every sales rep’s approach different and no one call alike? If your answer is one of the latter, there’s a good chance your demos and other sales materials are at least partially to blame.


The Real Power of Emotional Connections in B2B Marketing

Are you going about your B2B marketing all wrong? CEB’s Karl Schmidt explains why the real driving factors behind B2B buying decisions are far more personal and emotional than you think.

The Real Power of Emotion in B2B Marketing

Uncovering the Underutilized Power of Emotion in B2B Marketing

When it comes to making purchasing decisions, we all know our choices aren’t always based on logic and reason. Why do you think they keep making red sports cars with terrible gas mileage and keep putting candy bars near the checkout?

Of course, acting on a last-second impulse purchase is one thing, but what happens when we’re forced to make a decision on a product or solution that could make or break our business? What happens when that involves navigating a complex buying process, requiring us to loop in multiple stakeholders across various departments, or when it takes maybe a year or even longer to finalize the purchase? Surely with everything riding on that kind of decision — not to mention with that amount of time to really think things through — our approach becomes more rational than emotional…

After all, it’s strictly business, right?


The Key Agile Principles Behind Holacracy

Zappos triggered an uproar when it announced it was ditching traditional management hierarchy in exchange for self-organizing teams. In this week’s Labcast, Scrum co-creator Jeff Sutherland sounds off on holacracy and provides a basic anatomy lesson on the structure of truly agile organizations.

The Anatomy of an Agile Company: The Key Agile Principles Behind Holacracy

Holacracy — the buzzword has been swarming the web ever since Zappos announced it would be swapping management titles for a “self-governing” system. There seems to be two main reactions surrounding the shift — those who believe holacracy is the way of the future, and those who dismiss it as a passing fad.

But when you get down to the key concepts of holacracy — the emphasis on small self-organizing teams operating autonomously, for example — perhaps the system isn’t exactly the scary new revolution it’s being made out to be. In fact, it sounds an awful lot like agile development.

In this week’s Labcast, Dr. Jeff Sutherland, co-creator of Scrum, weighs in on holacracy and the future of management — drawing parallels between agile and holacracy, and explaining why your own body may be the perfect model for a truly agile, productive, and innovative organization. 


photo by: Double--M

A Tale of Two Scrums: Agile Done Right and Agile Gone Wrong

In this week’s Labcast, Co-Creator of Scrum Jeff Sutherland explains why was such a software development disaster, and why Spotify, on the other hand, is a terrific example of Agile done right.

A Tale of Two Scrums: Agile Done Right and Agile Gone Wrong

When it comes to Agile software development, and Spotify are on the opposite sides of the coin. While one serves as perhaps the biggest cautionary tale of the decade, the other offers an extremely promising example of the potential of going Agile and adopting Scrum.


Labcast: The Key to Stealing Back Your Productivity

Season of giving? No thanks. Sales coach and best-selling author Mike Weinberg explains why it’s no coincidence the best salespeople are often the most selfish — it’s the only way to stay productive and get things done.

The Power of Being Selfishly Productive

Even outside the holiday season, it’s natural to want to volunteer your time towards activities outside your primary role. For salespeople, that might be helping on-board a new client instead of generating new leads. For CEOs, that might mean trading in the leader role for administrator-in-chief. But while being a team player sure might seem like the jolly thing to do, the truth is the giving spirit is likely distracting you from your most important duties — and hurting your company, overall.