Showrooming is rampant. While this has caused a significant amount of concern within the retail channel, research by Google from last year’s holiday season suggested even with the rampant growth of online shopping, upwards of 80% of shoppers still end up in stores to validate research, demo products, and ask questions, even if they decide to eventually buy online. The challenge for manufacturers is figuring how turn browsers into buyers? Continue reading
For years, I hosted a weekly poker game with my sales team. We worked for one of the biggest tech companies in the world at the time and the sales team was ultra-selective. These were some of the brightest people in the company. One of my teammates, who also was one of our best sales reps, was notorious for never folding his favorite starting hand, which was a Q and a 9. After weeks of hearing about how much he loved these starting cards, I finally explained that this hand was mathematically inferior to my favorite starting poker hand, two aces. He was certain that I was wrong. Continue reading
As Director of Training at MarketStar, my efforts recently focused on teaching Robert Cialdini’s “Six Principles of Influence.” While persuasion is a tool to create influence, sales reps must understand influence is essential – higher sales only result from a positive change in the customer’s behavior.
If you work in marketing, perhaps you’ve heard the news your department’s spending will pass IT’s spending on technology in the next year or so. Gartner’s analyst, Laura McLellan, also staked the claim last year, and we’re still feeling it in the beginning of 2013.
So why does this tech-happy spending matter?
As we prepared content for our Propel Your Cloud webinar, one of our executives in our client operations group challenged me with a very pointed question: “What makes us experts in selling cloud services and what thought leadership do we have to offer?”
At first, I kind of took this as a slight on the campaign we were creating, and, a slight on MarketStar in general. I think I bristled a little bit, but I found that my answer was very quick and just a pointed. And it surprised me a bit. Continue reading
It’s not every day a company reaches its Silver Anniversary. We’re pleased to announce MarketStar has – and ours looks quite ORANGE! A quarter century ago Alan Hall pioneered outsourced sales and marketing services and we’re now making impact on a global scale. You better believe we’re going all-out to celebrate our growth throughout 2013.
Cloud, SaaS, CaaS, PaaS, MaaS, IaaS, hosted, or virtual. No matter what you call it, while many channel partners are ready to give the cloud a try, most feel confused and even a little threatened. Forrester Research tells us that this discomfort with the cloud also results from the vendor itself: more than half of channel partners feel vendors fall short or are “no-shows” in helping them transform their business model to the cloud.
There’s been a lot of talk recently about millennials and the power of their up-and-coming influence. Among the chatter, 79 million millennials are expected to land in the ‘I’m-making-my-own-money-and-decisions’ category, outnumbering their previous generation of Baby Boomers by 3 million.* It’s no shock millennials are vastly different than their predecessors. But what’s different about marketing to them? Continue reading
It’s been a couple weeks, and we’re still reeling from seeing the latest innovations in all things technology at CES. We saw TVs offering a picture more realistic than looking out a window, bendable smartphone screens, forks that tell you … Continue reading