MarketStar Blog | Sales

The Real Difference Between Scaling and Stalling

Sales tools dont drive growth. Execution does.

The Procurement Function Is Evolving—And the Stakes Are Rising

More vendors. More compliance complexity. Fewer internal resources.

Procurement teams are expected to do more, move faster, and deliver value (prove ROI)—without a playbook for how to scale strategically. But when processes are fragmented and ownership is unclear, momentum breaks down. What should be seamless becomes slow. What should drive efficiency creates drag.

That’s why more procurement leaders are moving beyond reactive coordination—and turning to strategic outsourcing to streamline execution, reduce lift, and turn procurement into a driver of scalable growth.

In the hyper-competitive world of AdTech, the race to capture advertiser revenue isn’t just a growth goal—it’s a survival strategy. With budgets under pressure, channels multiplying, and privacy standards reshaping how data is used, the mandate for decision-makers is clear: scale, and scale fast.

The Great Divide: AdTech Expectations vs. Reality 

Advertiser churn is climbing. Campaigns are stalling. Internal teams are stretched thin.  

Artificial Intelligence (AI) has officially moved past the buzzword phase in sales. Across the EMEA region, tech companies are not just talking about AI—they’re implementing it, testing its limits, and figuring out where it fits in the ever-evolving buyer journey. But while the excitement is real, so are the challenges. In this article, we break down what’s actually working, what’s overhyped, and what it means for tech sales teams operating in complex, multilingual, and fast-moving markets.

Key Takeaways

• Building a strong sales process can help your team convert leads into paying customers

• The Aberdeen Group found that best-in-class companies are 67% more likely to have a formal sales enablement strategy in place

• Investing in sales enablement can help your team identify the most effective strategies and tools to improve sales performance 

• The future-proofed sales team will be composed of experienced human salespeople and AI-assisted technologies 

• Sales teams must be able to adapt to changing customer needs and trends to remain successful 

In today’s fast-paced business world, companies need a sales team that can adapt and thrive in an ever-evolving landscape.

The future of sales is no exception.

With new technologies and changing customer behaviors, companies must stay ahead of the curve and future-proof their sales teams.

This article will explore the challenges that sales teams face and provide actionable tips to future-proof your sales team. We will also address the role of technology in sales and the importance of aligning your sales strategy with your business objectives.

And lastly, we will also discuss how MarketStar can help your sales team stay on top of the game and thrive in a constantly changing digital world.

The Importance of a Sales Team for an Organization

A strong sales team is vital for an organization's success, as they play a key role in driving revenue, building customer relationships, shaping the company’s image, and providing valuable insights into the market and customer needs. 

A study by the McKinsey Global Institute found that sales productivity can increase by as much as 14% with the use of sales force automation (SFA) technology. 

Sales teams are responsible for identifying, cultivating, and closing deals with potential customers, directly impacting revenue and growth. 

The sales team is also responsible for building and maintaining relationships with existing customers, which can lead to repeat business and positive word-of-mouth marketing. 

Additionally, the sales team is often the first point of contact between the company and its potential customers, which means they play a key role in shaping the customer’s perception of the company and its products or services. 

A strong sales team can also provide valuable insights into customer needs and preferences, which can fuel product development and marketing strategies. 

Furthermore, the sales team’s performance can also be a vital indicator of the company’s overall health and growth prospects. 

A high-performing sales team can drive revenue growth and help the company achieve its goals and objectives. 

On the other hand, a struggling sales team can signal problems with the company’s products or services, market positioning, or sales strategy.

Challenges that Sales Teams Face

Sales teams are under immense pressure to perform. 

They constantly seek new ways to improve their numbers and hit their targets. However, this pressure can sometimes lead to sales teams making mistakes. 

There are several challenges that sales teams face that can prevent them from being successful. These challenges include:

• Lack of leads and customer engagement

• Long sales cycles

• Missed quotas and low win rates 

• Not having a clear sales strategy 

• Not understanding their customers 

• Not having the right sales tools 

• Keeping up with changing technologies 

• Sales onboarding and training

If your sales team struggles to meet its goals, it could be due to one or more of these challenges. But don’t despair – there are ways MarketStar can help your business overcome these challenges and get your sales team back on track.

The Changing Landscape of Sales

The sales landscape has undergone significant changes in recent years, driven by technological advances and changes in customer behavior. 

Some key changes in the sales landscape include digital transformation, increased automation, remote selling, shift to inbound sales, emphasis on customer experience, increased focus on data and analytics, and increased use of AI and machine learning. 

These changes in the sales landscape are driving companies to rethink their strategies, processes, and technology stack to stay competitive. Let’s discuss how to future-proof your sales organization amidst these changes. 

8 Effective Ways to Future-Proofing Your Sales Team

Future-proofing your sales team involves preparing them to adapt and thrive in an ever-evolving business landscape. Here are a few key strategies that can help you future-proof your sales team: 

1. Embrace Digital Transformation

This can include investing in sales pipeline management tools and platforms to manage leads, track customer interactions, and close deals. This will help your sales team work more efficiently and effectively. 

2. Automate Repetitive Tasks

Automation can help your sales team save time and focus on more strategic tasks. This can include using CRM software, marketing automation platforms, and AI-powered sales assistants. 

According to a Salesforce study, companies with a well-defined sales process and using a CRM system see a 25% increase in sales productivity.

3. Embrace Remote Selling

Remote selling will likely become more common in the future, and your sales team should be equipped to operate effectively in a remote environment. 

4. Shift to Inbound Sales

Inbound sales, which focuses on attracting customers through content and building relationships, will likely become more popular. Your sales team should be equipped to adapt to this approach. 

5. Prioritize Customer Experience

As customers become more empowered, sales teams must prioritise providing a positive and personalized customer experience to drive repeat business and positive word-of-mouth marketing.

6. Invest in Data and Analytics

Sales teams will need to become proficient in using data and analytics to gain insights into customer behavior, identify trends, and make more informed decisions. 

7. Invest in Sales Enablement

Investing in sales enablement can help your sales team stay up to date with the latest trends, technologies, and best practices. This can include training and development programs, mentoring, and coaching. 

8. Embrace AI and Machine Learning

AI and machine learning can help sales teams in lead generation, customer segmentation, and predictive analytics thereby enhancing the sales process.

How MarketStar Can Help You Future-Proof Your Sales Team

MarketStar helps businesses future-proof their sales teams. Here’s how. 

We offer sales solutions and services that include – sales enablement, digital transformation, inbound sales, outbound sales, feet-on-the-street, pipeline management, and operations. 

• The sales enablement service can help businesses identify the most effective strategies and tools to improve sales performance. 

• Digital transformation helps businesses adopt new technologies to improve sales processes and customer engagement.

• Our inbound sales service can help businesses attract and engage potential customers through various inbound marketing techniques such as SEO, PPC, Social Media, and Content Marketing. 

• Outbound sales service helps businesses reach out to potential customers through various outbound marketing techniques such as email, telemarketing, and direct mail. 

• The pipeline management service can help businesses manage their sales pipeline effectively to improve conversion rates and increase revenue. 

• The sales operations service can help businesses with sales process design, CRM implementation, and performance analysis. 

These are some of the services MarketStar offers; we can help businesses improve their sales performance by providing expert guidance and support in areas such as lead generation, sales strategy, and technology adoption. 

Get Started with MarketStar, today!

In conclusion, MarketStar can help businesses future-proof their sales teams by providing various services. 

If your sales team is facing challenges such as generating leads, meeting quotas or staying current with changing technologies, consider reaching out to MarketStar today to help future-proof your sales team and drive success for your business.

Key Takeaways

• Businesses can successfully slash their sales expenditures by switching to AI based platforms.

• AI-based sales platforms like Nytro.ai can drastically improve sales readiness and thereby enhance sales pipelines.  

• Nytro.ai helps outsourced sales by integrating CRM platforms and thus optimizing productivity. 

Introduction

Data is no longer just a resource that can be collected and analyzed. It is a building block for creating standalone platforms that automatically harness information and automate queries-based processes. Artificial intelligence is a vast sector that utilizes this power of data to perceive, synthesize and infer information.

AI finds application in any sector that simulates human intelligence, including technology or business. Businesses can use AI to smoothen their sales processes by predicting customer behavior and automating repetitive tasks.

In this article, we explore how AI-based platforms like Nytro.ai have made sales teams more efficient, especially in making data-driven decisions.

How Has AI Revolutionized Sales? (Problems and How AI Addresses Them)

Perceived Growth in Revenue: 44% of businesses using AI in sales report a cost reduction. With a 50% rise in sales leads, AI enables businesses to identify the most effective actions to generate and qualify genuine leads.

AI can automate sales forecasting and boost sales enablement by determining the likelihood of prospects making buying decisions. As sales enablers, these data-driven processes can provide sales teams with essential tools to help them sell smarter. AI can also eliminate uncertainty and thus prevent deals from going cold. 

Precision in Sales: AI-based sales platforms using machine learning algorithms to devise optimal price optimization strategies that can evaluate precise data and analyze them.

By calculating the price elasticities of the products, the sales and marketing departments can determine the optimal demand for that product and the price. AI can drastically improve the B2B pricing strategies in their development and implementation instead of relying on trial and error.

A Window of Opportunities: Sales teams using AI can transform how Sales Qualified Leads perform, especially in the post-pandemic period. Together with AI-based CRM platforms, AI can boost win rates by opening new channels for cross-selling and upselling.

Moreover, they also help determine how Customer Lifetime Value (CLV) can fine-tune selling strategies. AI-powered CRM platforms can reduce sales costs by 11-20% by using customer data to qualify sales, thus saving valuable time and effort. Additionally, businesses can employ these platforms to restructure their product inventory and thus minimize inventory shortages.

Greater Emphasis on Content Marketing Strategies: AI-based sales efforts can accelerate sales cycles by personalizing content strategies. Issues like inefficient lead prioritization and the inability to personalize sales approach can imply a drastic fall in sales leads.

AI-based platforms can automate the process by maintaining a constant inflow of personalized content like testimonial videos. Customers prefer to continue purchasing a product when sales teams hold genuine discussions using 24*7 chatbots or personalized content to customers’ social feeds.

To summarize, AI-powered platforms validate your sales data with high-performing sales teams and identify the points of conflict. Bid adieu to traditional sales techniques and welcome a system that leverages cutting-edge technology to track your sales team’s success. 

Introducing Nytro.ai

Are you still struggling to make sense of organizational data and wondering how you can derive valuable insights from them?

With Nytro.ai, sales teams can manage their sales pipeline from a single platform, allowing them to focus on the most important deals and opportunities. As an invaluable tool for sales teams, Nytro.ai can provide personalized training, pitch recommendations, and customer insights. By leveraging AI in these areas, sales teams can increase efficiency, effectiveness, and overall success.

It provides access to advanced analytics and insights that provide real-time assistance during customer interactions, suggesting the following steps and providing relevant product information. 

Quirks and Features

Nytro.ai employs a user-friendly interface that offers a range of tools to help sales teams analyze customer interactions and provide insights into customer preferences and behavior patterns. The three most important benefits that Nytro.ai delivers are as follows:

• Sales Training: Sales teams must identify knowledge gaps and develop personalized training programs. Nytro.ai can analyze sales reps’ performance data to identify areas that need improvement and provide targeted training materials to address those gaps.

• Sales Pitch Training: Nytro.ai can analyze data on successful sales pitches to identify common patterns and use that data to develop personalized pitch recommendations. Its data-driven algorithm can also provide real-time feedback during pitch practice sessions, enabling reps to refine their delivery and messaging.

• Conversational Intelligence: Ntro.ai helps analyze customer interactions and provides insights into customer preferences and behavior patterns. This can help sales representatives tailor their communication style and approach to each customer, increasing the chances of a successful sale.

Nytro.ai offers two leading sales-based solutions that a business can utilize – Sales onboarding and Sales Readiness. A sales onboarding platform increases the chance of sales representatives landing with better sales pitches that can guarantee positive leads. The sales readiness platform helps sales representatives engage with their customers better by improving their presentation skills. 

How Does Nytro-ai Function?

Informed Insights on Training Sales Teams: Nytro.ai’s industry-leading AI technologies adopt these styles to provide valuable input.

• Accumulates and analyzes primary data corresponding to your sales prospect. 

• Boosts motivation, confidence and ability when training sales teams  

• Blends personality into sales: information distribution across channels

• Focus on information that matters, asking the right questions.

Who Is It For?

Sales development representatives willing to derive valuable insights from data

AI-driven Assistance for Outsourced Sales: Struggling to manage your outsourced sales team? Nytro.ai modernizes the traditional rep-training with machine learning through

• AI-powered sales pitching that highlights rep-readiness  

• Prioritizing sales tasks and opportunities 

• Integration with CRM and other sales tools   

• Lower turnover costs with targeted training and data-driven assessments

Who Is It For?

Functional heads of businesses who want to maximize the value of outsourced teams

Pitch Intelligence: Know what works and what doesn’t with Nytro.ai’s Pitch Intelligence program which can help

• Upgrade your sales pitches through a personalized or storytelling approach to engage prospects

• Resonate with potential customers and close more deals

• Automate onboarding, retention and rep readiness

• Allow machine learning to automate the process at a higher accuracy rate

 Who Is It For?

Mid to Large B2B companies with a sales team > 10

Bottom Line

Sales enablement platforms like Nytro.ai guarantee better collaboration between AI-powered tools and sales representatives. At a current adoption rate of 35%, AI-powered tools like Nytro.ai can fuel lead generation in sales, thereby driving business growth.   

Are you still wondering whether Nytro.ai can help your sales teams stay ahead of the competition?  

Contact us today!

Key Takeaways

• Psychological safety contributes to an inclusive and diverse workplace

• A high-performing team values psychological safety as much as they do physical security

• Providing psychological safety is a team effort. Team members must take responsibility for improving the working environment for one another 

• Adopting an employee assistance program can help handle problems related to mental well-being 

The Covid-19 pandemic has had a varied impact on humanity. The weight of these unprecedented times was heavy and has dramatically influenced our mental health, whether transitioning to a new work-life situation, losing a job, or losing a loved one. 

Forced to take on these stressors while still having to work, many employees are experiencing unexpected difficulties with their mental health and need support while at their jobs. 

Covid-19 Challenges

The Covid-19 environment has created unprecedented economic and business challenges.

According to “The Future of Sales in 2025: A Gartner Trend Insight Report,” B2B buying behavior has grown even more unpredictable with COVID-19 and market volatility. The report quotes, “One client told us their quarterly deal pipeline shrank to nearly zero when their prospects suspended all nonessential expenditures.

Others report that without in-person meetings, their sellers don’t achieve the level of engagement required to validate their pipeline predictions.” (The Future of Sales in 2025: A Gartner Trend Insight Report, 2020). 

This has also placed business owners, leaders, and employees under more pressure and stress than many have experienced before. 

Most employee's psychological well-being has taken a hit, leading to decreased enthusiasm and productivity.  

Distributed, remote, and virtual teams have fewer opportunities for spontaneous, casual conversation; team members have more difficulty picking up non-verbal cues in conversation, and people are more likely to feel alone, anxious, unsure of what to do, and may even experience self-doubt or imposter syndrome.

The resulting consequence is an undercurrent of emotional disturbance characterized by rising levels of anxiety, depression, fear, and stress.  

In this scenario, sales and customer success leaders who understand the importance of psychological safety and the associated behaviours are more likely to adapt and succeed in a post-pandemic environment. 

According to Harvard Business School professor Amy Edmondson, “Psychological safety is a belief that one will not be punished or humiliated for speaking up with ideas, questions, concerns, or mistakes.”  

Research has proven that higher psychological safety in teams drives higher performance, innovation, and productivity. 

Psychological safety can be developed through small experiments based on a Neurosciences framework of SCARF – Significance, Certainty, Autonomy, Relatedness, Fairness developed by David Rock of Neuroscience of Leadership. 

The Importance of Psychological Safety

Safety is a basic human need, and psychological safety is the belief that you can freely express your ideas and thoughts without worrying about being degraded.  

Here are the top five reasons why psychological safety is important at work. 

1. Inclusive Workplace Culture

A safe workspace welcomes diverse teams, and it is critical to ensure that every team member feels included, especially after a pandemic. This enables team members to thrive regardless of gender, race, color, or political preferences.  

The outcome is a fruitful exchange of ideas and experiences where everyone feels connected and part of a common cause. 

Psychological safety is a key ingredient in promoting an inclusive workplace culture.  

When employees feel safe to express themselves without the fear of judgement or reprisal, they are more likely to bring their whole selves to work, fostering a more collaborative and creative environment.  

Employees who feel included are also more engaged and productive, leading to a positive spiral of increased inclusion and success for the organization. 

2. Better Employee Engagement

It is easier for team members to engage when they feel secure at work. This could be during a team meeting where members work on projects, brainstorm, solve problems, and engage with their peers and customers. 

Safe teams encourage workers to be completely present rather than dozing off or counting the hours until the day is over. 

3. Improved Well-Being

Developing a psychologically safe work culture contributes to overall employee well-being.  

When employees are psychologically well, they can work at their best and avoid pressures that prevent them from doing so. 

Promoting employee health and wellness at work requires first ensuring their psychological safety. When employees are mentally healthy, it means they can think, feel, and act in ways that help them perform well. 

4. Decreased Employee Turnover

Employees who face a high turnover are beginning to understand the importance of psychological safety.  

According to The Predictive Index, team members who feel psychologically safe are less likely to quit their jobs. Why will employees leave a company that makes them feel safe and valued? 

More and more organizations are embracing this concept because teams are becoming geographically dispersed, and psychological safety is responsible for motivating employees, retaining them, and promoting an inclusive culture. 

5. Improved Team Performance

According to studies, psychological safety promotes actions that result in improved team performance, such as taking moderate risks, expressing one’s opinions, being creative, and sticking one’s neck out without the fear of repercussions. 

Employees who work in psychologically secure environments view risk positively and know they won’t be considered stupid or inept. By taking moderate risks, teams can thrive and grow while learning new concepts. 

The 4 Behaviors That Build Psychological Safety at Work

1. Active Listening

Active listening is a powerful communication tool promoting psychological safety at work.

By actively listening to others, we create an environment where people feel safe expressing themselves and sharing their ideas. This, in turn, can lead to better collaboration, creativity, and productivity.

It also involves entering a conversation with an open mind and a pleasant attitude, and being willing to modify and adapt to the speaker’s line of thought without passing judgement.

2. Leading with Empathy

Leading with empathy shows employees that you care about their well-being and want to create a safe environment for them to work in.  

When employees feel psychologically safe, they are more likely to take risks, be creative and productive, and stay with the company. Showing empathy is also one of the best ways to engage with an employee and foster a feeling of belonging.

3. Focusing on Performance

Employees need to feel recognized at work and receive honest feedback on their performance. When we focus on performance, we create an environment where people feel safe to take risks and experiment.

This psychological safety is essential for innovation and creativity.

4. Welcoming New Ideas

Welcoming new ideas at work and promoting psychological safety so that everyone can feel comfortable contributing should be encouraged. It allows organizations to create a positive and productive work environment where everyone can thrive. 

Summing Up 

It is vital to make psychological safety a priority in organizations. An organization should be a place for learning and growth.

Psychological safety shouldn’t just be a “nice to have” benefit. It should play a significant role in the culture and future of every business.

The mark of a good company is its team members.

So, if businesses want to build a successful team, psychological safety must be one of the top priorities and ensure the team members feel safe to express themselves.

Introduction

The tech sales industry thrives on growth and innovation, but achieving these goals requires focus, agility, and access to top-tier talent. This is where tech sales outsourcing comes in, offering a strategic advantage for companies looking to scale their operations and reach new markets. 

Key Takeaways

• For your business to scale quickly and increase revenue, you must learn how to generate high-quality business leads

• Generating new leads involves building a marketing experience that makes it easy for users to engage with your brand 

• Make sure that your lead-gen strategies result in the exchange of your leads’ contact details

• Identifying the right leads in your business with the right effort and focus can turn them into loyal customers

• Every business needs leads – use proven and foolproof tips and strategies to generate them

Lead generation is a constant need for all businesses. 

Whether you’re selling your products or services to customers or whether you’re a B2B company, generating leads is your top goal. Why? Because your sales team cannot convert prospects into customers without having leads. 

Lead generation can be time-consuming and tricky – but it doesn’t always have to be. There are several ways to generate leads and a plethora of advanced tools to help you speed up the lead generation process. 

Simply put, you must generate leads with the right strategies and tips for your business to thrive. 

What is Lead Generation?

Lead generation is the process of attracting prospects and increasing their interest in your product or service in the hopes of converting them into paying customers. Leads may come in from different sources, and content is one of the best tools to generate leads. 

Lead generation, along with lead management, is used to move leads through the sales funnel, called pipeline marketing. 

The Importance of Lead Generation for Your Business

Leads/prospects and lead generation are the two most important aspects that directly impact your business growth. Without leads, it can be an arduous task to maximize your revenue and achieve business goals. 

Reaching more individuals who might be future customers and generating interest in your goods or service is necessary if you want to make sure that your business keeps growing and expanding.  

So, by focusing on lead generation, you can drive traffic from your high-quality prospects and eventually convert them into valuable customers. 

How exactly does lead generation benefit your business? Let’s look at the top reasons. 

• Lead generation can help your brand reach target prospects better when done correctly with the right messaging and offer

• Lead generation helps generate quality leads by targeting specific customers

• Lead generation can control your spending by targeting only the most relevant target market 

• Online lead gen targets your prospects based on the rules you define and automatically finds new leads, saving time for your sales team 

5 Effective Tips to Generate Leads for Your Company

Many struggle to understand how to generate leads and believe that sales is a game of chance. Well, that’s not true. There’s more skill needed than luck, particularly regarding lead generation tips and strategies. 

Let’s look at the top five tips that can help you generate top quality leads. 

1. Optimize Your Web Pages

Your lead generation efforts always start with your website.  

What’s the point in driving traffic to your website (be it from ads, social media, Google, or word of mouth) if those visitors leave the site without taking any action? Your website must be engaging enough to users and persuade them to act. 

When it comes to lead generation, all you try to do is collect your prospect’s contact details to aid your selling process. 

How do you do this?  

Setting up a website is a not-so-difficult task today, but that doesn’t guarantee that the website is all set to collect leads. Hiring an expert can help optimize your web pages. They follow certain best practices to create high-performing web pages based on a proven success formula.

2. Social Media Paid Ads

According to Gartner, “Chief Marketing Officers spend more than 22 percent of their marketing budget on digital ads and 66 percent of that goes on paid social media campaigns”. 

Running a social media paid ad campaign involves capturing the correct data, getting insights, and using them to make your ads more powerful. It helps you reach out to the exact audience that you are targeting. If done correctly, paid ads can be a great lead-gen tool while saving your business time and costs. 

3. Engage With Your Leads Directly

Most brands choose the indirect way, such as FAQs, to engage with their leads – which is ideally not the best way.  

Direct engagement is the right way to reach your prospects, resulting in better word-of-mouth and more leads. 

You can directly engage and interact with your prospects by leveraging help centers, live chats, and forums. However, ensure that your customer support team has the right knowledge and skills and is always present to handle every query.  

4. Deploy Both Inbound & Outbound Marketing

According to marketing experts, outbound marketing is a tad more effective than inbound.  

However, it is important to deploy both inbound and outbound in a balanced manner – this will help you to generate more leads and eventually grow your business. 

If you are not active on online communities, you must start sharing informative and relevant content immediately. Solve queries, address customer pain points, and personalize your email and other communications. This will help you establish good customer relationships and build more leads. 

If you’re unsure about building a strong inbound/outbound marketing strategy, you can contact our experts for guidance and help. 

5. Create Top-Quality Content

Content has always been one of the best ways to drive traffic to your website, generate leads, and show your knowledge as a business. 

Most people misinterpret creating content as being restricted to just blog posts and articles. But, content is more than just that; it could be a video, ebook, infographic, guide, case study, and whitepaper, to name a few. 

The content can be gated, so prospects or readers can access your content in exchange for their contact details. Make sure to make it valuable and targeted, so the reader feels worthy of sharing their contact information. 

There are more ways to generate leads for your business, including 

• Personalized email marketing

• Investing in new technology 

• Automating your marketing 

• Guest blogging, 

And more… 

With the help of these proven methods, you can generate leads even with a limited budget

Wrap Up

Now that you know the top tips to generate leads, you can start implementing them in your business. The lead generation process is continuous and long-term and might seem overwhelming, but it’s worth implementing. 

Using the above tips, you can overcome the challenges in lead generation, streamline the process and implement an effective system. And as a result, high-quality leads start flowing in, and your business growth opportunities increase.