OV | Weekly – July 7, 2018
Hi Friend of OpenView,
Happy July 4th weekend to those celebrating! 🇺🇸 This week, we're bringing you an abridged version of our newsletter so you can get all the info you need to keep your business going while also tending to the grill 🌭 Happy eating reading.
9 Secret Elements of Highly Effective Sales Conversations
Chris Orlob and the team over at Gong.io analyzed 1 million sales calls to learn what the best reps do over and over again to win more deals. A few of their findings:
- Dictate the rhythm
- Dictate the agenda
- Use powerful language
- Listen, listen, listen
...and much more. Read the in depth analysis here.
SaaS Metrics that Really Matter: KPIs You Should Be Tracking
Startup founders can be easily overwhelmed by the sheer number of items they're told to track. So what are the metrics that actually matter? OpenView founder, Scott Maxwell, weighs in on the KPIs entrepreneurs can reliably turn to to reveal the tell-tale signs of imminent failure or burgeoning success. These include things like CAC, churn rate, MRR, CLTV and more.
Get the full list of crucial KPIs here.
Pull Levers in your Sales Funnel with Product Qualified Leads
At OpenView, we're obsessed with the idea of growing your business through your product. We've even coined the term product-led growth to define startups that scale in this way – it's not only a better user experience (who likes being sold to), but also more efficient and cost-effective.
Sounds good right? Learn how to apply a product-led growth strategy to your own business here.
Winning the Hearts and Minds of Customers through Storytelling
Andy Raskin has worked with the likes of Uber, Square, Yelp and Salesforce to help these companies tell their stories. In this episode of our BUILD podcast, learn what it takes to create a strategic narrative that converts.
Listen now here.
That's it for now. See you back here next week! In the meantime, say 👋on Twitter, LinkedIn and Facebook.
This newsletter was lovingly curated by OpenView's marketing team. Think our readers would benefit from your expertise? Submit your content to Labs by emailing editor@ov.vc.