Every customer journey starts with your sales team. Stop. Please ask yourself if you are liking the results. Are you accurately defining success for this team? How does your definition translate to the larger enterprise clients’ sales experience?

No sales rep succeeds on their own. Successful sales performance is the result of many factors. You need the right leads, the right sales pitch, the right conversion tools, the right customer service, and more. Sales success is the result of solid sales enablement, which is why successful companies are more focused on developing a frictionless, integrated sales process.

Reps who specialize in SMB sales are a special breed. They need to understand the unique needs and restrictions of small- and medium-sized businesses (SMBs). They also need to serve as more than SMB sales reps—they need to be sales consultants, helping SMB business owners make strategic buying decisions and get the most from their enterprise investment.

Thanks to the COVID-19 pandemic, the way we work has changed forever, including for sales reps. Where once we would gather in team meetings to set strategy and review objectives, we now gather online using Zoom, Google Meet, or other collaboration tools. Where sales reps used to spend time visiting customers, they now work with customers remotely. Even trade shows and conferences are now virtual (or will frequently have a virtual option for guests). For sales reps, this presents a new challenge: maintaining sales productivity while working from home.

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.

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).

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.”

Small and medium-sized businesses (SMBs) are often ignored because of the small contract size and the difficulty of shifting an organization’s sales strategy to meet SMB needs. Unfortunately, if your organization is one of those that are ignoring the SMB market, you might be losing out on a serious amount of money.

Because of the COVID-19 pandemic, MarketStar is pivoting to a work-from-home environment through at least May 4. However, despite the current challenges and uncertain times, we continue to launch new teams without delay (6-8 weeks), including recruiting, training, and equipment delivery. 

In this infographic, we discuss how our sales teams are staying strong and our Sales as a Service® model is built to drive results from anywhere.