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The What, Why, and How of Customer Success

 

Customer success seems to be an ever-building topic. It can be just as complicated as your customer's needs. For this quick read, we broke customer success into three parts: the what, why, and how. 

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Enterprise Sales: How Big Are They, Really?

When it comes to selling B2B technology, landing an enterprise deal is like grabbing the brass ring. Enterprise sales generate more revenue with larger and higher-value contracts. Enterprise sales also lead to longer engagements, which means ongoing revenue and more opportunity to cross-sell and upsell.

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The Rise of Sales Engineers: Here’s why they have Become so Coveted

Selling complex technology requires special skills and technical expertise, but knowing how to sell the technology doesn’t mean you have to know how to build it. However, when you engage in consultative selling, the prospect is looking for sophisticated, custom solutions to complex problems. That’s why selling technical solutions requires sales engineers (SEs).

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Effective Techniques for Closing Enterprise Sales Deals

Selling technology is never easy, and when you are dealing with enterprise sales, there is nothing simple or fast about this selling process. Enterprise sales are complex because enterprise technology is complex. There are many variables, interdependencies, and integrations to worry about—let alone matching the technology to the customers’ needs.

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The ABCs of Lead Qualification

If 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.”

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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.

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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?

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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.

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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.

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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.

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