<img height="1" width="1" src="https://www.facebook.com/tr?id=350639735737568&amp;ev=PageView &amp;noscript=1">

3 Don’t-Miss Steps to Successfully Harness Customer Success

Ensuring customer success is at the heart of consultative selling isn’t just fluff. When you are selling technology, selling the product alone isn’t enough. You must sell a solution for a problem that your technology can solve. That means much deeper customer engagement that delivers an immediate return and more ROI over time. That’s why leading companies invest in customer success.

Read More

Know WHO Your Customer Really Is – A Fundamental Foundation of Customer Success

The old cliché tells us that the “customer is always right.” While the validity of such an old business myth may ring true in many situations, it is ABSOLUTELY true when it comes to learning about who your customer is and what keeps them using your product or service. To effectively master customer success, you first need to truly understand who your customer is. Customer Success is about helping your customers achieve their desired outcomes, and if you don't understand who your customer is, what they value, and the goals they have, how are you going to make them successful?

Read More

Why I Partnered with MarketStar, Then Chose to Work for Them, Part 2

In our last blog, we talked to Matt Saydah, MarketStar’s senior director of ad and media sales, about his personal experience working with MarketStar as an outsourced services provider during his time at AdRoll and Dropbox, and about what he thinks about MarketStar as an employer. This is the second half of that interview.

Read More

7 Ways to Close Your SMB Sales Deal in 30 Days or Fewer

Every company wants a faster sales cycle. The challenge with selling technology is that selling complex solutions requires a more complex sale process, which means a longer sales cycle. The length of the sales cycle also depends on your target customer.

Read More

Why I Partnered with MarketStar, Then Chose to Work for Them, Part 1

Having one of your customers sign on to your team is the highest praise any service company can receive. If we can impress our customers enough to quit their job and become a MarketStar employee, we must be doing something right.

Read More

3 Future-Proof Rules for Legendary Enterprise Sales

You know that selling B2B technology is hard, and selling B2B enterprise technology is even harder. Enterprise sales, like enterprise infrastructures, are more complex with higher price tags, and that means higher risks for buyers. Making the wrong purchasing decision can have a domino effect that can affect the entire enterprise infrastructure. That’s why enterprise buyers are more cautious and deals require more stakeholders and take longer to close.

Read More

3 Steps to Unlock your Chameleon Sales Abilities: Recognition, Adjustment, and Execution

The best sales reps are like chameleons—adapting their sales pitch to resonate with the way a client best receives it. 

Read More

Outsourcing Sales Continues to Rise: 3 Drivers of B2B Outsourcing

Outsourcing continues to gain momentum as part of the B2B sales process, especially with the growing trend of sales reps working remotely. The 2020 business disruption caused by the pandemic has resulted in many B2B organizations retrenching and restructuring their sales teams to reduce overhead and maintain sales quotas. For many companies, that meant relying more on sales outsourcing to increase sales.

Read More

After the (virtual) trade show: 3 tips for following up with leads

Traditionally, 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?

Read More

4 SMB Sales Conversations to Have on Hand for Your Sales Team

The nature of small- and medium-sized business (SMB) sales has changed, especially with the COVID-19 pandemic, and sales reps have to adapt their sales conversations accordingly. With the disruption in operations caused by the pandemic, SMB concerns are different. Business is slower, cash is tighter, and the future is uncertain. SMB operations need to solve a new set of problems.

Read More