OpenView Blog » Devon McDonald http://blog.openviewpartners.com A blog focused on agile development, business development strategies, content marketing, corporate venture capital, lead generation and SaaS best practices. Mon, 17 Jun 2013 22:30:31 +0000 en-US hourly 1 http://wordpress.org/?v=3.5.1 Lead Generation Success Stories: Mashery http://blog.openviewpartners.com/outbound-lead-generation-success-stories-mashery/ http://blog.openviewpartners.com/outbound-lead-generation-success-stories-mashery/#comments Thu, 30 May 2013 14:00:28 +0000 Devon McDonald http://blog.openviewpartners.com/?p=33304 Mashery Sales Director Jim McDonough shares his insight and experiences building and managing a pipeline generation machine.

Lead Generation Success Stories: Mashery" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/outbound-lead-generation-success-stories-mashery/feed/ 0 What Every Expansion-Stage Company Should Know About New-Mommy Etiquette http://blog.openviewpartners.com/workplace-compliance-policies-new-moms-at-work/ http://blog.openviewpartners.com/workplace-compliance-policies-new-moms-at-work/#comments Sat, 11 May 2013 13:00:44 +0000 Devon McDonald http://blog.openviewpartners.com/?p=32892 What every senior manager at expansion-stage companies should know about appropriate etiquette with pregnant women and new moms in their offices.

What Every Expansion-Stage Company Should Know About New-Mommy Etiquette" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/workplace-compliance-policies-new-moms-at-work/feed/ 0 Lessons From ExactTarget’s First Outbound Prospecting Team: Interview with Christy Weymouth http://blog.openviewpartners.com/building-a-sales-team-lessons-from-exacttarget/ http://blog.openviewpartners.com/building-a-sales-team-lessons-from-exacttarget/#comments Tue, 07 May 2013 17:58:43 +0000 Devon McDonald http://blog.openviewpartners.com/?p=32772 Christy Weymouth shares her insights and experiences building a sales team at ExactTarget, and offers first-hand advice on how to manage a lead generation team effectively.

Lessons From ExactTarget’s First Outbound Prospecting Team: Interview with Christy Weymouth" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/building-a-sales-team-lessons-from-exacttarget/feed/ 0 Posts I’m Most Proud of from 2012: An End-of-Year Personal Blogging Reflection http://blog.openviewpartners.com/2012-year-endpersonal-blogging-reflection/ http://blog.openviewpartners.com/2012-year-endpersonal-blogging-reflection/#comments Fri, 21 Dec 2012 17:00:20 +0000 Devon McDonald http://blog.openviewpartners.com/?p=28221 OpenView Labs team members have incredibly aggressive content goals, not to mention other internal and (most importantly) external portfolio goals. We are asked to contribute a new blog each week that pertains to our particular practice area. I’m proud to say that this year I have hit my blogging goal — by December 31st I…

Posts I’m Most Proud of from 2012: An End-of-Year Personal Blogging Reflection" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/2012-year-endpersonal-blogging-reflection/feed/ 0 How Does My Team Stack Up? Lead Generation Team Benchmarks in OpenView’s Portfolio http://blog.openviewpartners.com/lead-generation-team-benchmarks/ http://blog.openviewpartners.com/lead-generation-team-benchmarks/#comments Tue, 18 Dec 2012 13:30:55 +0000 Devon McDonald http://blog.openviewpartners.com/?p=28294 In response to popular demand, we've collected data from sales teams across the portfolio to deliver lead generation team benchmarks you can use to gauge your own team's progress.

How Does My Team Stack Up? Lead Generation Team Benchmarks in OpenView’s Portfolio" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lead-generation-team-benchmarks/feed/ 0 End of 2012: A Time for Reflection and Planning for Your Lead Gen Team http://blog.openviewpartners.com/end-of-2012-a-time-for-reflection-and-planning-for-your-lead-gen-team/ http://blog.openviewpartners.com/end-of-2012-a-time-for-reflection-and-planning-for-your-lead-gen-team/#comments Fri, 14 Dec 2012 06:00:42 +0000 Devon McDonald http://blog.openviewpartners.com/?p=28213 The end of the year is upon us, and now is the time to reflect on what went well with your lead gen team in 2012, what didn’t go so well, and what the team’s goals will be for next year. This process should very much mirror our recommendation for what should be happening during…

End of 2012: A Time for Reflection and Planning for Your Lead Gen Team" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/end-of-2012-a-time-for-reflection-and-planning-for-your-lead-gen-team/feed/ 1 Variable Compensation for Lead Generation Reps: Consistency and Frequency are Key http://blog.openviewpartners.com/variable-compensation-for-lead-generation-reps-consistency-frequency-are-key/ http://blog.openviewpartners.com/variable-compensation-for-lead-generation-reps-consistency-frequency-are-key/#comments Wed, 12 Dec 2012 15:59:13 +0000 Devon McDonald http://blog.openviewpartners.com/?p=28183 Outbound prospecting is an exhausting role and it requires thick skin. Enduring constant rejection over the phone and via e-mail is never easy to swallow. For most of the companies in OpenView’s portfolio (and this may very well be the case at your company) many of these teams are brand spanking new. They are still…

Variable Compensation for Lead Generation Reps: Consistency and Frequency are Key" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/variable-compensation-for-lead-generation-reps-consistency-frequency-are-key/feed/ 0 End-of-Year Excuses: Don’t Let Your Outbound Prospecting Team Lose Steam in December http://blog.openviewpartners.com/end-of-year-excuses-dont-let-your-outbound-prospecting-team-lose-steam-in-december/ http://blog.openviewpartners.com/end-of-year-excuses-dont-let-your-outbound-prospecting-team-lose-steam-in-december/#comments Fri, 07 Dec 2012 13:30:34 +0000 Devon McDonald http://blog.openviewpartners.com/?p=27717 Thanksgiving has come and gone, and there are only a few weeks until the end of the year. Yes, my friends, the holiday season has arrived. Unfortunately, so have the excuses from outbound prospecting reps. As usual, there will be lots of prospects out of the office this month (particularly the last week of December).…

End-of-Year Excuses: Don’t Let Your Outbound Prospecting Team Lose Steam in December" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/end-of-year-excuses-dont-let-your-outbound-prospecting-team-lose-steam-in-december/feed/ 2 5 Top Sales Blogs that I’ve LOVED Following in 2012 http://blog.openviewpartners.com/5-top-sales-blogs-that-ive-loved-following-in-2012/ http://blog.openviewpartners.com/5-top-sales-blogs-that-ive-loved-following-in-2012/#comments Mon, 03 Dec 2012 21:05:31 +0000 Devon McDonald http://blog.openviewpartners.com/?p=27439 Not all sales blogs are created equal. Here are the top sales blogs that I've enjoyed following in 2012.

5 Top Sales Blogs that I’ve LOVED Following in 2012" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/5-top-sales-blogs-that-ive-loved-following-in-2012/feed/ 4 Rant #2 About Having Realistic Expectations When Launching an Outbound Prospecting Team http://blog.openviewpartners.com/launching-outbound-prospecting-team-realistic-expectations/ http://blog.openviewpartners.com/launching-outbound-prospecting-team-realistic-expectations/#comments Fri, 30 Nov 2012 00:12:37 +0000 Devon McDonald http://blog.openviewpartners.com/?p=27280 Here are five reasons why you need to temper your expectations when it comes to your outbound prospecting team's first year.

Rant #2 About Having Realistic Expectations When Launching an Outbound Prospecting Team" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/launching-outbound-prospecting-team-realistic-expectations/feed/ 3 Weekly Sales Performance Reviews: A Necessity for Gen Y http://blog.openviewpartners.com/weekly-sales-performance-reviews-for-gen-y/ http://blog.openviewpartners.com/weekly-sales-performance-reviews-for-gen-y/#comments Mon, 26 Nov 2012 22:38:58 +0000 Devon McDonald http://blog.openviewpartners.com/?p=27153 Kevin Gaither, Vice President of Inside Sales at uSamp, shares his thoughts on why weekly (yes, weekly) sales performance reviews are so helpful in managing reps, especially Gen Y.

Weekly Sales Performance Reviews: A Necessity for Gen Y" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/weekly-sales-performance-reviews-for-gen-y/feed/ 2 Neither Sales Calls or Emails Alone Will Land Your Target Prospects http://blog.openviewpartners.com/calls-emails-alone-will-win-target-prospects/ http://blog.openviewpartners.com/calls-emails-alone-will-win-target-prospects/#comments Tue, 13 Nov 2012 20:02:32 +0000 Devon McDonald http://blog.openviewpartners.com/?p=26779 Unless your outbound prospectors are making phone calls to target prospects in conjunction with email touch points they are absolutely missing out on opportunities.

Neither Sales Calls or Emails Alone Will Land Your Target Prospects" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/calls-emails-alone-will-win-target-prospects/feed/ 0 Expansion Stage Companies: Can You Further Segment Your Segments? http://blog.openviewpartners.com/expansion-stage-companies-can-you-further-segment-your-segments/ http://blog.openviewpartners.com/expansion-stage-companies-can-you-further-segment-your-segments/#comments Mon, 05 Nov 2012 18:59:02 +0000 Devon McDonald http://blog.openviewpartners.com/?p=26575 Your outbound prospecting efforts depend on a laser focus on the right target market and buyer personas. Before you launch ask yourself: can you further refine and segment your segments?

Expansion Stage Companies: Can You Further Segment Your Segments?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/expansion-stage-companies-can-you-further-segment-your-segments/feed/ 2 Do NOT Invest in Expensive Marketing Automation Software… http://blog.openviewpartners.com/do-not-invest-in-expensive-marketing-automation-software/ http://blog.openviewpartners.com/do-not-invest-in-expensive-marketing-automation-software/#comments Thu, 25 Oct 2012 14:00:09 +0000 Devon McDonald http://blog.openviewpartners.com/?p=26157 …IF you haven’t figured out your target segments/buyers, don’t already have a content strategy in place, haven’t designed the processes and frameworks that will support it, and don’t possess a committed resource to own the platform and program execution. You literally need all of the above to justify an often expensive marketing automation software investment.…

Do NOT Invest in Expensive Marketing Automation Software…" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/do-not-invest-in-expensive-marketing-automation-software/feed/ 2 OpenView’s Q4 B2B Marketing Workshop: A Whirlwind of Actionable Ideas for 2013 http://blog.openviewpartners.com/openviews-q4-b2b-marketing-workshop-a-whirlwind-of-actionable-ideas-for-2013/ http://blog.openviewpartners.com/openviews-q4-b2b-marketing-workshop-a-whirlwind-of-actionable-ideas-for-2013/#comments Tue, 16 Oct 2012 13:29:20 +0000 Devon McDonald http://blog.openviewpartners.com/?p=25774 Last week, OpenView hosted a "B2B Marketing Workshop" for the Senior Marketers and Demand Generation Leaders led by thought leader Brian Carroll of MECLABS.

OpenView’s Q4 B2B Marketing Workshop: A Whirlwind of Actionable Ideas for 2013" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/openviews-q4-b2b-marketing-workshop-a-whirlwind-of-actionable-ideas-for-2013/feed/ 0 How Telling Stories and Being a “Dumbass” Will Help Your Outbound Prospecting Efforts http://blog.openviewpartners.com/outbound-prospecting-tips-tell-stories-and-be-a-dumbass/ http://blog.openviewpartners.com/outbound-prospecting-tips-tell-stories-and-be-a-dumbass/#comments Thu, 04 Oct 2012 22:31:56 +0000 Devon McDonald http://blog.openviewpartners.com/?p=25349 Sales expert Mike Bosworth reveals the best way to make an emotional connection during your outbound prospecting efforts is by getting the prospect's guard down.

How Telling Stories and Being a “Dumbass” Will Help Your Outbound Prospecting Efforts" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/outbound-prospecting-tips-tell-stories-and-be-a-dumbass/feed/ 1 You Are Likely Wasting Money on a Lead Gen Team If… http://blog.openviewpartners.com/you-are-likely-wasting-money-on-a-lead-gen-team-if/ http://blog.openviewpartners.com/you-are-likely-wasting-money-on-a-lead-gen-team-if/#comments Tue, 02 Oct 2012 18:30:10 +0000 Devon McDonald http://blog.openviewpartners.com/?p=25275 If your sales cycles are less than 30 days and can be closed over the phones it's likely not worth the time and resources it takes to launch and manage a lead gen team.

You Are Likely Wasting Money on a Lead Gen Team If…" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/you-are-likely-wasting-money-on-a-lead-gen-team-if/feed/ 1 Lead Gen Strategies: Finding Quality Data and Lead List Providers http://blog.openviewpartners.com/lead-gen-strategies-finding-quality-data-and-lead-list-providers/ http://blog.openviewpartners.com/lead-gen-strategies-finding-quality-data-and-lead-list-providers/#comments Mon, 01 Oct 2012 16:53:59 +0000 Devon McDonald http://blog.openviewpartners.com/?p=25185 Many sales and marketing leaders find themselves wondering -- Who are the best data providers out there who can provide my marketing and/or sales organizations with the most quality, targeted lead lists?

Lead Gen Strategies: Finding Quality Data and Lead List Providers" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lead-gen-strategies-finding-quality-data-and-lead-list-providers/feed/ 2 Repeatable Revenue from Lead Gen Team’s Efforts: Are Your Expectations Out of Whack? http://blog.openviewpartners.com/repeatable-revenue-from-lead-gen-team-efforts-are-your-expectations-out-of-whack/ http://blog.openviewpartners.com/repeatable-revenue-from-lead-gen-team-efforts-are-your-expectations-out-of-whack/#comments Thu, 27 Sep 2012 16:27:51 +0000 Devon McDonald http://blog.openviewpartners.com/?p=25228 For sales managers who are obsessing over their new outbound prospecting team's results I've got news for you: It is VERY hard to get consistent, repeatable revenue streams from lead qualification teams in the first year. End of story.

Repeatable Revenue from Lead Gen Team’s Efforts: Are Your Expectations Out of Whack?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/repeatable-revenue-from-lead-gen-team-efforts-are-your-expectations-out-of-whack/feed/ 1 Top 5 Reasons for New Sales Rep Failure http://blog.openviewpartners.com/top-5-reasons-for-new-sales-rep-failure/ http://blog.openviewpartners.com/top-5-reasons-for-new-sales-rep-failure/#comments Wed, 19 Sep 2012 17:40:28 +0000 Devon McDonald http://blog.openviewpartners.com/?p=24678 When and how often does new sales rep failure occur? Here are my top 5 most common reasons why one out of every four reps are getting a failing grade.

Top 5 Reasons for New Sales Rep Failure" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/top-5-reasons-for-new-sales-rep-failure/feed/ 3 25% Failure Rate for New Sales Reps at the Expansion Stage is to Be Expected http://blog.openviewpartners.com/25-failure-rate-for-new-sales-reps-at-the-expansion-stage-is-to-be-expected/ http://blog.openviewpartners.com/25-failure-rate-for-new-sales-reps-at-the-expansion-stage-is-to-be-expected/#comments Tue, 11 Sep 2012 12:30:07 +0000 Devon McDonald http://blog.openviewpartners.com/?p=24412 At the expansion stage, what kind of failure rate for new sales reps should you really expect?

25% Failure Rate for New Sales Reps at the Expansion Stage is to Be Expected" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/25-failure-rate-for-new-sales-reps-at-the-expansion-stage-is-to-be-expected/feed/ 2 Best Practices When It Comes to Sales Pipeline Stage Definitions http://blog.openviewpartners.com/best-practices-when-it-comes-to-sales-pipeline-stage-definitions/ http://blog.openviewpartners.com/best-practices-when-it-comes-to-sales-pipeline-stage-definitions/#comments Wed, 29 Aug 2012 18:54:55 +0000 Devon McDonald http://blog.openviewpartners.com/?p=23954 At the expansion stage, most companies are trying to nail their opportunity or sales pipeline stage definitions.

Best Practices When It Comes to Sales Pipeline Stage Definitions" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/best-practices-when-it-comes-to-sales-pipeline-stage-definitions/feed/ 5 The Importance of Weekly Sales Opportunity Review Sessions http://blog.openviewpartners.com/the-importance-of-weekly-sales-opportunity-review-sessions/ http://blog.openviewpartners.com/the-importance-of-weekly-sales-opportunity-review-sessions/#comments Tue, 21 Aug 2012 20:00:28 +0000 Devon McDonald http://blog.openviewpartners.com/?p=23718 If you don't want to see deals falling through the cracks it's crucial to conduct weekly sales opportunity review sessions with your sales reps.

The Importance of Weekly Sales Opportunity Review Sessions" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/the-importance-of-weekly-sales-opportunity-review-sessions/feed/ 3 Is Your Sales Team Really Looking at Conversion Rates? http://blog.openviewpartners.com/is-your-sales-team-really-looking-at-conversion-rates/ http://blog.openviewpartners.com/is-your-sales-team-really-looking-at-conversion-rates/#comments Fri, 17 Aug 2012 17:25:43 +0000 Devon McDonald http://blog.openviewpartners.com/?p=23668 Focusing on improving conversion rates will help keep you working smarter -- not just harder -- to achieve your goals.

Is Your Sales Team Really Looking at Conversion Rates?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/is-your-sales-team-really-looking-at-conversion-rates/feed/ 2 Marketing: Are You Taking Full Advantage of Your Sales Team’s Knowledge? http://blog.openviewpartners.com/sales-and-marketing-alignment-developing-buyer-personas/ http://blog.openviewpartners.com/sales-and-marketing-alignment-developing-buyer-personas/#comments Tue, 07 Aug 2012 20:00:29 +0000 Devon McDonald http://blog.openviewpartners.com/?p=23403 There is a great resource your marketing department should be taking advantage of to build effective buyer personas, and it's right across the cube.

Marketing: Are You Taking Full Advantage of Your Sales Team’s Knowledge?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/sales-and-marketing-alignment-developing-buyer-personas/feed/ 0 “We Aren’t Closing Deals, My Lead Qual Team Must Suck!” Come Again? http://blog.openviewpartners.com/not-closing-deals-dont-blame-your-lead-qual-team/ http://blog.openviewpartners.com/not-closing-deals-dont-blame-your-lead-qual-team/#comments Mon, 30 Jul 2012 18:09:51 +0000 Devon McDonald http://blog.openviewpartners.com/?p=23170 Having trouble closing deals? Before you blame your lead qual team for something out of its control let's take a look at these key factors.

“We Aren’t Closing Deals, My Lead Qual Team Must Suck!” Come Again?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/not-closing-deals-dont-blame-your-lead-qual-team/feed/ 1 OpenView’s Lead Qualification Management Workshop: A Success! http://blog.openviewpartners.com/openviews-lead-qualification-management-workshop-a-success/ http://blog.openviewpartners.com/openviews-lead-qualification-management-workshop-a-success/#comments Tue, 24 Jul 2012 14:00:02 +0000 Devon McDonald http://blog.openviewpartners.com/?p=23036 Last week, OpenView hosted a Lead Qualification Management Workshop, featuring insightful presenters and an engaging dialogue on lead qualification's biggest challenges and opportunities.

OpenView’s Lead Qualification Management Workshop: A Success!" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/openviews-lead-qualification-management-workshop-a-success/feed/ 0 Career Growth Ideas for a Lead Qualification Rep http://blog.openviewpartners.com/career-growth-ideas-for-a-lead-qualification-rep/ http://blog.openviewpartners.com/career-growth-ideas-for-a-lead-qualification-rep/#comments Fri, 13 Jul 2012 22:35:17 +0000 Devon McDonald http://blog.openviewpartners.com/?p=22593 Your all-star lead qualification rep has been in her role for coming on a year now, and she's starting to get the inevitable "itch." What do you do to make sure you don't lose her?

Career Growth Ideas for a Lead Qualification Rep" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/career-growth-ideas-for-a-lead-qualification-rep/feed/ 0 Enabling, Encouraging, and Shielding: The Role of an Outbound Prospecting Manager http://blog.openviewpartners.com/outbound-prospecting-manager-role/ http://blog.openviewpartners.com/outbound-prospecting-manager-role/#comments Fri, 06 Jul 2012 20:45:23 +0000 Devon McDonald http://blog.openviewpartners.com/?p=22408 Outbound prospecting managers need to focus on three critical goals to keep their reps motivated and productive.

Enabling, Encouraging, and Shielding: The Role of an Outbound Prospecting Manager" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/outbound-prospecting-manager-role/feed/ 2 Top 20 Signs that Your Outbound Prospecting Rep is a Freaking Rockstar http://blog.openviewpartners.com/top-20-signs-your-outbound-prospecting-rep-is-a-freaking-rockstar/ http://blog.openviewpartners.com/top-20-signs-your-outbound-prospecting-rep-is-a-freaking-rockstar/#comments Sat, 30 Jun 2012 15:00:29 +0000 Devon McDonald http://blog.openviewpartners.com/?p=22122 Here are 20 qualities to look for in your next outbound prospecting rep all-star.

Top 20 Signs that Your Outbound Prospecting Rep is a Freaking Rockstar" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/top-20-signs-your-outbound-prospecting-rep-is-a-freaking-rockstar/feed/ 0 Commissioning Your Outbound Prospectors for Demos Set Only? Eek! http://blog.openviewpartners.com/outbound-prospecting-sales-commission/ http://blog.openviewpartners.com/outbound-prospecting-sales-commission/#comments Fri, 29 Jun 2012 18:30:51 +0000 Devon McDonald http://blog.openviewpartners.com/?p=22094 If you are paying outbound prospectors based on the number of appointments or demos they set you are likely to run into some quality issues.

Commissioning Your Outbound Prospectors for Demos Set Only? Eek!" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/outbound-prospecting-sales-commission/feed/ 1 3 Qualities to Focus on When Interviewing Sales Candidates http://blog.openviewpartners.com/how-to-hire-for-sales-interviewing-sales-candidates/ http://blog.openviewpartners.com/how-to-hire-for-sales-interviewing-sales-candidates/#comments Thu, 28 Jun 2012 23:39:31 +0000 Devon McDonald http://blog.openviewpartners.com/?p=22098 What are the qualities that ultimately make for an outstanding sales hire? What do you need to ask sales candidates in order to determine whether they're the one?

3 Qualities to Focus on When Interviewing Sales Candidates" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/how-to-hire-for-sales-interviewing-sales-candidates/feed/ 0 How Much Time Does Your Lead Gen Team Waste Researching Excessively? http://blog.openviewpartners.com/lead-gen-team-time-management-tips/ http://blog.openviewpartners.com/lead-gen-team-time-management-tips/#comments Wed, 27 Jun 2012 22:55:24 +0000 Devon McDonald http://blog.openviewpartners.com/?p=22059 These tips will help you cut back on wasted outbound prospecting research and help you improve your lead gen team time management.

How Much Time Does Your Lead Gen Team Waste Researching Excessively?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lead-gen-team-time-management-tips/feed/ 0 Want REAL Results from your Outbound Prospecting Efforts? Don’t Half-A$$ it! http://blog.openviewpartners.com/real-results-from-your-outbound-prospecting-efforts/ http://blog.openviewpartners.com/real-results-from-your-outbound-prospecting-efforts/#comments Tue, 19 Jun 2012 17:03:36 +0000 Devon McDonald http://blog.openviewpartners.com/?p=21534 In order for an outbound prospecting program to be successful you need a team that is doing that -- and that only.

Want REAL Results from your Outbound Prospecting Efforts? Don’t Half-A$$ it!" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/real-results-from-your-outbound-prospecting-efforts/feed/ 1 Your Lead Generation Team’s Productivity and Conversions Need to be Exposed — Daily! http://blog.openviewpartners.com/lead-generation-management-productivity-tips/ http://blog.openviewpartners.com/lead-generation-management-productivity-tips/#comments Tue, 12 Jun 2012 21:57:05 +0000 Devon McDonald http://blog.openviewpartners.com/?p=21365 Lead qualification reps who report their daily performance to management are far more productive and ultimately successful than those who report less often.

Your Lead Generation Team’s Productivity and Conversions Need to be Exposed — Daily!" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lead-generation-management-productivity-tips/feed/ 1 The Importance of Capturing Messaging Data in Your Lead Gen Efforts http://blog.openviewpartners.com/the-importance-of-capturing-messaging-data-in-your-lead-gen-efforts/ http://blog.openviewpartners.com/the-importance-of-capturing-messaging-data-in-your-lead-gen-efforts/#comments Wed, 06 Jun 2012 21:15:07 +0000 Devon McDonald http://blog.openviewpartners.com/?p=21014 To stay on top of your lead gen efforts you need to capture more than just appointments scheduled, calls made, and emails sent. You need to dig deeper.

The Importance of Capturing Messaging Data in Your Lead Gen Efforts" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/the-importance-of-capturing-messaging-data-in-your-lead-gen-efforts/feed/ 0 Are Your Sales Reps Accountable for the Qualified Leads Given to Them? http://blog.openviewpartners.com/are-your-sales-reps-accountable-for-the-qualified-leads-given-to-them/ http://blog.openviewpartners.com/are-your-sales-reps-accountable-for-the-qualified-leads-given-to-them/#comments Mon, 21 May 2012 19:57:41 +0000 Devon McDonald http://blog.openviewpartners.com/?p=20493 If your sales reps aren't being held accountable for the qualified leads given to them then you may as well not have a lead qual team, at all.

Are Your Sales Reps Accountable for the Qualified Leads Given to Them?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/are-your-sales-reps-accountable-for-the-qualified-leads-given-to-them/feed/ 0 An End-of-Day Exercise to Get Your Lead Gen Team Laser Focused http://blog.openviewpartners.com/an-end-of-day-exercise-to-get-your-lead-gen-team-laser-focused/ http://blog.openviewpartners.com/an-end-of-day-exercise-to-get-your-lead-gen-team-laser-focused/#comments Wed, 16 May 2012 21:25:05 +0000 Devon McDonald http://blog.openviewpartners.com/?p=20160 Focus is the name of the game when it comes to executing a successful outbound prospecting lead generation effort. Focus on the right segments, focus on the right buyer personas, focus on the right pains that the persona is likely experiencing, and focus on the best activities necessary to get the team to their goal…

An End-of-Day Exercise to Get Your Lead Gen Team Laser Focused" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/an-end-of-day-exercise-to-get-your-lead-gen-team-laser-focused/feed/ 2 16 Questions to Ask When Mapping Out Your Lead Gen Team’s Relationship Marketing Plan http://blog.openviewpartners.com/16-questions-to-ask-when-mapping-out-your-lead-gen-teams-relationship-marketing-plan/ http://blog.openviewpartners.com/16-questions-to-ask-when-mapping-out-your-lead-gen-teams-relationship-marketing-plan/#comments Mon, 14 May 2012 20:26:51 +0000 Devon McDonald http://blog.openviewpartners.com/?p=19964 When developing your company's relationship marketing program it's all about understanding your buyer persona and where they are in their buying journey.

16 Questions to Ask When Mapping Out Your Lead Gen Team’s Relationship Marketing Plan" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/16-questions-to-ask-when-mapping-out-your-lead-gen-teams-relationship-marketing-plan/feed/ 0 Why You Likely Aren’t Ready to Launch a Lead Gen Team http://blog.openviewpartners.com/why-you-likely-arent-ready-to-launch-a-lead-gen-team/ http://blog.openviewpartners.com/why-you-likely-arent-ready-to-launch-a-lead-gen-team/#comments Mon, 30 Apr 2012 17:56:12 +0000 Devon McDonald http://blog.openviewpartners.com/?p=19691 For most companies at the expansion stage, building and managing a successful lead gen team requires guidance and a large amount of critical prep work.

Why You Likely Aren’t Ready to Launch a Lead Gen Team" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/why-you-likely-arent-ready-to-launch-a-lead-gen-team/feed/ 0 What Should Be Covered in Lead Qual Training? Sample Agenda http://blog.openviewpartners.com/what-should-be-covered-in-lead-qual-training-sample-agenda/ http://blog.openviewpartners.com/what-should-be-covered-in-lead-qual-training-sample-agenda/#comments Tue, 10 Apr 2012 14:00:30 +0000 Devon McDonald http://blog.openviewpartners.com/?p=18912 Overlooking a thorough yet concise lead qual training agenda can set your effort back weeks, if not months. Here is a sample agenda to get your sales team started.

What Should Be Covered in Lead Qual Training? Sample Agenda" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/what-should-be-covered-in-lead-qual-training-sample-agenda/feed/ 0 Simplicity Is Key When Building a Sustainable Lead Qualification Team http://blog.openviewpartners.com/simplicity-is-key-when-building-a-sustainable-lead-qualification-team/ http://blog.openviewpartners.com/simplicity-is-key-when-building-a-sustainable-lead-qualification-team/#comments Tue, 03 Apr 2012 18:00:59 +0000 Devon McDonald http://blog.openviewpartners.com/?p=18661 For most senior management teams at expansion-stage companies, launching a lead qualification team can be exciting yet overwhelming. Finding ways to simplify is crucial to success. Here are seven things you should focus on keeping simple.

Simplicity Is Key When Building a Sustainable Lead Qualification Team" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/simplicity-is-key-when-building-a-sustainable-lead-qualification-team/feed/ 3 Lessons Learned and Insights from OpenView’s Leaders: A Lead Qual Blogging Reflection http://blog.openviewpartners.com/lessons-learned-and-insights-from-openviews-leaders-a-lead-qual-blogging-reflection/ http://blog.openviewpartners.com/lessons-learned-and-insights-from-openviews-leaders-a-lead-qual-blogging-reflection/#comments Fri, 30 Mar 2012 18:00:13 +0000 Devon McDonald http://blog.openviewpartners.com/?p=18497 What do you get when you let a lead qual expert blog a few times a week for three years? A treasure-trove of great advice and tips on lead qualification. Here are some of the best.

Lessons Learned and Insights from OpenView’s Leaders: A Lead Qual Blogging Reflection" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lessons-learned-and-insights-from-openviews-leaders-a-lead-qual-blogging-reflection/feed/ 0 The Gray Zone: The Place Where Your “Somewhat Qualified” Sales Leads Go to Die http://blog.openviewpartners.com/the-gray-zone-sales-leads/ http://blog.openviewpartners.com/the-gray-zone-sales-leads/#comments Tue, 27 Mar 2012 18:00:47 +0000 Devon McDonald http://blog.openviewpartners.com/?p=18156 Your first conversation: the lead is the decision maker, understands your value proposition, has identified a pain point, and wants to talk with someone more senior to learn more. But you come to find out that while they like your solution, they can't buy until the end of the year. What should you do?

The Gray Zone: The Place Where Your “Somewhat Qualified” Sales Leads Go to Die" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/the-gray-zone-sales-leads/feed/ 1 Is Your CRM Set Up for a Successful Outbound Prospecting Operation? http://blog.openviewpartners.com/is-your-crm-set-up-for-a-successful-outbound-prospecting-operation/ http://blog.openviewpartners.com/is-your-crm-set-up-for-a-successful-outbound-prospecting-operation/#comments Tue, 20 Mar 2012 19:01:06 +0000 Devon McDonald http://blog.openviewpartners.com/?p=17946 Without a fully built-out CRM, lead qualification can be a nightmare ... and completely unproductive. Here is a list of several high-level CRM best practices for companies launching lead qualification teams.

Is Your CRM Set Up for a Successful Outbound Prospecting Operation?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/is-your-crm-set-up-for-a-successful-outbound-prospecting-operation/feed/ 2 Does your Team REALLY Exhaust Sales Leads Before Moving on to New Verticals? http://blog.openviewpartners.com/does-your-team-really-exhaust-sales-leads-before-moving-on-to-new-verticals/ http://blog.openviewpartners.com/does-your-team-really-exhaust-sales-leads-before-moving-on-to-new-verticals/#comments Tue, 06 Mar 2012 15:37:00 +0000 Devon McDonald http://blog.openviewpartners.com/?p=17444 Do we ever really "exhaust" leads? Here's how you and your sales reps can track and act on existing leads in your database when it you feel they've been exhausted. A little analysis can go a long way.

Does your Team REALLY Exhaust Sales Leads Before Moving on to New Verticals?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/does-your-team-really-exhaust-sales-leads-before-moving-on-to-new-verticals/feed/ 2 Launching a Lead Qualification Team: Who Has the Capacity to Manage It? http://blog.openviewpartners.com/launching-a-lead-qualification-team-who-has-the-capacity-to-manage-it/ http://blog.openviewpartners.com/launching-a-lead-qualification-team-who-has-the-capacity-to-manage-it/#comments Tue, 28 Feb 2012 19:00:05 +0000 Devon McDonald http://blog.openviewpartners.com/?p=17150 You’ve decided to launch a lead qualification initiative at your expansion stage technology company. Everyone agrees it’s top priority. Your recruiters are set to hire a dedicated team of outbound callers that will be responsible for aggressively and methodically calling into your target market(s) and uncovering new opportunities for your sales team to win. You’ve…

Launching a Lead Qualification Team: Who Has the Capacity to Manage It?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/launching-a-lead-qualification-team-who-has-the-capacity-to-manage-it/feed/ 0 Outbound Prospecting Showcase: Aaron Kerzner of Zmags http://blog.openviewpartners.com/outbound-prospecting-showcase-aaron-kerzner-of-zmags/ http://blog.openviewpartners.com/outbound-prospecting-showcase-aaron-kerzner-of-zmags/#comments Thu, 23 Feb 2012 16:57:49 +0000 Devon McDonald http://blog.openviewpartners.com/?p=17019 Devon McDonald: Hey Aaron, how long have you been with Zmags now? Aaron Kerzner: It’ll be two years at the end month! DM: Wow, congrats on your upcoming anniversary! (OpenView helped recruit and on-board Aaron as Zmags’ first inbound lead qualification specialist in 2010.) DM: Aaron, would you mind telling the audience what your role…

Outbound Prospecting Showcase: Aaron Kerzner of Zmags" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/outbound-prospecting-showcase-aaron-kerzner-of-zmags/feed/ 0 Lead Qualification Assets: Are You Taking Too Long to Adjust? http://blog.openviewpartners.com/lead-qualification-assets-are-you-taking-too-long-to-adjust/ http://blog.openviewpartners.com/lead-qualification-assets-are-you-taking-too-long-to-adjust/#comments Wed, 15 Feb 2012 13:00:38 +0000 Devon McDonald http://blog.openviewpartners.com/?p=16453 If you are not being agile with your messaging (when it is NOT working), your team is likely missing out on many, many opportunities.

Lead Qualification Assets: Are You Taking Too Long to Adjust?" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/lead-qualification-assets-are-you-taking-too-long-to-adjust/feed/ 0 Throw Out the Scripts – Your Lead Qualification Reps Sound like Robots http://blog.openviewpartners.com/throw-out-the-scripts-your-lead-qualification-reps-sound-like-robots/ http://blog.openviewpartners.com/throw-out-the-scripts-your-lead-qualification-reps-sound-like-robots/#comments Wed, 08 Feb 2012 15:43:51 +0000 Devon McDonald http://blog.openviewpartners.com/?p=16147 When gearing up your outbound prospectors (or lead qualification reps, business development reps, cold callers – every company calls this role something different!) for a new target vertical that they will be calling into, they will need to have content to support their efforts — content that is very specific to the pains and goals…

Throw Out the Scripts – Your Lead Qualification Reps Sound like Robots" target="_blank" style="font-family:sans-serif;text-decoration:none;" >ᔥ via OpenView Blog

]]> http://blog.openviewpartners.com/throw-out-the-scripts-your-lead-qualification-reps-sound-like-robots/feed/ 0