MarketStar Blog

Business growth is your goal, but sales is holding you back. Sound familiar? When companies struggle to expand their revenue and scale their business, it’s not always because they lack opportunity, but often because their in-house sales team can’t keep pace.  

Based on what we have seen in our more than 30 years of experience in the outsourced sales industry, companies that scale an in-house sales team often take upwards of eight to 12 months to ramp up their small team into a thriving, productive operation.

You need different sales processes for different types of customers, especially when it comes to selling technology solutions. If you are selling to enterprise customers, their needs and expectations are vastly different than when you sell to small-to-medium-sized businesses (SMBs). Those differences extend well beyond budget and include differing attitudes about their strategic needs, what they expect from you as the solution provider, and what you should expect from them in return. Understanding those differences is essential to sales success.

Hiring and training staff is expensive. SHRM (The Society of Human Resource Management) estimates that the cost-per-hire is $4,129, and that replacing an employee can cost between six and nine months of their salary. When you consider the cost of searching, hiring, and training sales personnel, hiring an outside sales team can eliminate talent acquisition headaches.

Ideas are meant to be shared, especially when it comes to B2B selling. It’s always useful to hear from old pros who have “been there, done that,” and also hear about what works for them in a tough selling situation.

If you are selling enterprise technology, then you probably are selling cloud services. The cloud is here to stay, and everything-as-a-service sales are outpacing traditional enterprise software sales. Cloud services are faster to deploy, less expensive, and easier to manage. Cloud computing is being used to handle data storage, business applications hosting, custom development, and more. The cloud is driving most of today’s technology buying decisions. Migration to the cloud is also taking decision-making out of the hands of IT since you now are selling business solutions to multiple stakeholders.

More companies are using live chat for leads. You are undoubtedly familiar with live chat as a sales and customer service tool. How often have you visited a website looking for information only to see a live chat box pop up in the bottom corner? These chat boxes aren’t sales bots; they are live sales reps looking to provide business-critical information that could turn a curious website visitor into a viable prospect. This is how you apply live chat for leads, and it is changing B2B sales.

SALT LAKE CITY, UT (April 29, 2019) – MarketStar, the pioneer in outsourced sales solutions, is pleased to announce the grand opening of their new location in Salt Lake City, located at 405 So. Main Street in the Washington Federal Building. The new facility will bring 135 jobs to downtown Salt Lake City, with plans for more in the near future. 

One of the fastest ways to expand enterprise sales is by enlisting help from channel partners, but to be effective, you also need a partner relationship management strategy. To make your channel partners effective, you have to provide the tools and support they need for success.

Whom would you rather buy from? The slick sales rep with the aggressive sales pitch who wants you to decide today, or the sales rep who asks questions, listens to understand what you need, and takes the time to work with you to find the right solution. The answer is easy, but the reality is there are still too many quota-driven sales reps out there who put closing the deal ahead of the needs of the customer. Sales reps with happy customers and long-term success are the ones who master the art of selling without selling.

Any company looking to increase revenue should consider a channel partner program. Naturally, you look to your in-house sales team first to help build revenue, but it can cover only part of the market. A well-established partner channel can help you capture untapped revenue. By collaborating with the right channel partners, you can access new revenue sources and new customers that you may never have known existed.