Bursting the Social Selling Bubble

There’s plenty of hype around social selling these days and, frankly, Mike Weinberg is sick of hearing it. Learn why he’s dead set on dispelling social selling myths that aren’t just misleading, but flat-out dangerous.

Bursting the Social Selling Bubble | OpenView Labs

You hear them everywhere these days — loud, shrill voices proclaiming that everything has changed, that social selling has replaced traditional prospecting and selling. In this week’s episode of Labcast, Mike Weinberg, founder of The New Sales Coach and one of OpenView’s Top 25 B2B Sales Influencers for 2014, explains why he believes that kind of thinking is dangerous, and why we should look to social as a supplemental tool rather than a replacement. Fair warning: This may get loud.


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The Lean Brand: Applying Lean Principles to Eliminate Marketing Waste

Is it really possible for companies to apply lean concepts to brand development? Jeremiah Gardner and Brant Cooper not only think so, they also wrote the book on the subject.

 Lean Brand Development | OpenView Labs

In this week’s Labcast, Jeremiah Gardner and Brant Cooper, authors of the upcoming book The Lean Brand, explain why we need a new approach to branding that centers around quick iterations and removing waste.


Founder’s Corner: An Open View into Mattermark with Danielle Morrill

Danielle Morrill, co-founder and CEO of Mattermark, shares the story behind her company’s vision and her tips for making it through the transition from early-stage startup to achieving rapid growth.

danielle_founders corner

This week we’re kicking off a new series in which we’ll be interviewing SaaS founders and CEOs to share their stories and insights behind what it takes to build and grow a great SaaS company.

We were excited to confirm Danielle Morrill as one of our first guests, since — like many people in the tech world and investment community — we’re regular readers of the Mattermark Daily newsletter. Danielle was kind enough to let us interview her for the podcast below. Tune in to learn more about her strategy behind Mattermark’s content, her thoughts on women and salespeople in tech, and her advice for entrepreneurs and VCs.


The Keys to Changing Your Sales Mindset

Are you struggling to feel confident with your new or existing sales job? Jill Konrath, author of the new book Agile Selling, explains why simply shifting your sales mindset can have a huge impact on your success.

The Keys to Changing Your Sales Mindset

Whether you’re just getting starting or you’ve been in sales for years, sometimes it’s hard to feel confident when walking into a room or getting on the phone for a sales call. The good news is there are simple things you can do to create a positive experience and generate positive outcomes no matter how the sale itself turns out.


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.