As we wrap up the year, let's look at B2B trends. Digital lead generation channels continue to rise in popularity with B2B marketers while more traditional methods fall to the wayside, according to a research report released recently by research consultancy Software Advice.
Read MoreMarketStar Blog | Direct
Most people can agree that the sales environment has become more competitive, and more complex, to the point that sales require more than a good call list and a plane ticket. In order to solve a customer’s problem and drive more revenue, marketers and sales leaders need to consider outsourcing some or all of their market development, lead qualification, appointment setting, and end-to-end sales activities in order to not lose sight on developing great products and services.
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Closing deals is getting more complex and competitive, prompting a wave of curiosity around whether an outsourced sales program can improve on internal results. Success in outsourcing comes from beyond merely choosing to outsource, it’s dependent on choosing the right partner.
MarketStar, my employer, has been an outsource sales provider for more than 28 years, and during my time here I’ve learned that four factors determine whether a company has chosen the right outsource provider for success:
According to Sirius Decision, the adoption of Marketing Automation technology is expected to increase to 50% by 2015. However, my experience tells me that while more and more companies adopt marketing automation, they are not able to use the tool to its fullest potential because of a lack of expertise, methodology, or basic understanding of the tool. Many do not understand the potential it has when used correctly and settle for basic email marketing – missing out on the great opportunity of increasing conversion rates and Marketing ROI.
Read MoreWhat Would Happen if you Outsourced Inside Sales?
on March 2, 2023
| By Paul Grant
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Direct
You’re probably familiar with the concept of companies outsourcing their IT, human resources, and accounting needs. Outsourcing specific functions can help businesses focus on what they do best, while gaining access to industry experts and, in return, receiving proven processes and experience. But what about outsourced inside sales?
Read MoreIf you are in sales (or a movie buff), you have undoubtedly heard the phrase “ABC, always be closing,” from Glengarry Glen Ross. That may be a good motivational mantra for selling real estate, but it’s less effective in B2B sales. When dealing with lead qualification for B2B technology, selling it makes more sense to think of ABC as “always be consulting.”
Read MoreTraditionally, trade shows have been a great way to increase market visibility and gather sales leads. Having a booth at a major trade event allows you to speak with prospects and other professionals, learn about what they are seeing in the market, and even talk about points of pain and challenges that your company might be able to address. Unfortunately, trade shows have been on a hiatus since early 2020 due to the pandemic, but there are still virtual trade events, online roundtables, and webinars that attract sales prospects seeking answers. Once you get their contact information, what’s the best strategy for following up with leads?
When sales organizations look back on 2020, one of their main “lessons learned” might be the importance of Customer Success. With so much uncertainty impacting the economy, sales teams are eager for effective ways to reconnect with their customers and bring new ones into the fold. This year and well into the future, Customer Success will be a key differentiator between losing sales and enabling significant growth. Many companies get customer success vs sales confused to their detriment.
Read MoreWhy Outsource your SDR Team?
on December 18, 2019
| By John Bartz
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Direct
This blog was originally published on 10/10/2016 and updated on 12/18/2019.
Any way you look at it, filling your sales pipeline is a difficult task, and too many companies are relying on their top salespeople to handle routine prospecting. Account executives (AEs) are most valuable when they’re closing deals, which is why outsourcing sales is becoming a more popular strategy with B2B companies. By engaging outside sales development reps (SDRs), account execs are free to close deals and work with customers, which is the real value they bring to any organization.
