MarketStar Blog

Times are changing, and so is the way that B2B buyers source new business solutions. This means that you need to rethink your approach to building a sales team. Customers aren’t looking to buy specific products as much as they’re looking for ways to solve business problems. 

As a result, sales territories are fading in favor of selling using vertical market expertise. It’s a buyer’s world, and customers are better educated and want more value and better service, and so building a sales team that can offer better solutions requires a new strategy.

You would think that when it comes to selling technology, the same B2B sales process should work for all target customers, right? After all, sales prospects are all suffering from similar pain points and seeking the same types of solutions, and so you should be able to apply the same selling techniques to meet your sales goals. 

Wrong! 

The way customers buy technology differs based on size and budget, and you need to use a different strategy for selling to small and medium-sized businesses (SMBs) than you would for enterprise customers. A successful SMB sales strategy requires you to match your sales approach with the size of the customer.

There has been a change in tone to the word outsourcing. What was once considered a controversial way of doing business is now a seamless blend into the typical buildout of a successful company. The biggest reason? Outsourcing, particularly in relation to the sales process, allows companies to focus on what they do best, and leave the rest to a trusted  outsourced sales partner. 

ROI is a cold, hard number that business executives can use to determine the profitability of an investment. As such, it’s one of the most important parameters that they take into account when considering the adoption of new solutions or services.

Satisfying today’s customers is an uphill task, for they are spoilt for choice!

Creating a compelling product video is one of the most effective ways to communicate the benefits of your offerings. But even the most enthusiastic creator can stumble into pitfalls that render their video ineffective. Here’s a list of common mistakes to avoid, to ensure your videos deliver the desired impact. 

In today’s digital age, online videos have become the go-to medium for information sharing and consumption. According to comScore, 182 million U.S. Internet users watched online video content last year, averaging 23.2 hours per viewer. YouTube alone reached 4 billion daily global views, marking a 25% increase in just a few months. This rapid rise in online video consumption highlights its growing popularity among digital natives. 

In today's digital age, customers are more informed and connected than ever. They often have a wealth of information at their fingertips before they even consider making a purchase. This shift presents a unique challenge: businesses must anticipate and understand customer needs before they are explicitly stated. A profound understanding of your customers not only creates a competitive edge but also paves the way for outstanding customer service and loyalty.

While both the terms sound similar they are not. Online Shopping includes all activities starting from researching a product or brand, comparison with similar products using any device but not necessarily bought the product digitally; while online buying includes a purchase made digitally.  

If you’ve been working in sales for any length of time, then you know that good sales reps are made, not born. To become a great sales rep requires dedication and perseverance, as well as performance analysis and coaching. When building a sales team, you have to use a measured approach that highlights weaknesses as well as strengths and provides the tools and support needed so that your sales reps can excel.