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.Read More
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).Read More
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.”Read More
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?
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.Read More
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.Read More
In the world of B2B sales there are different types of distribution partners, and each one plays a distinct role in reaching and servicing customers. Value-added resellers, for example, are high-touch partners that sell goods and services as part of a complete solution. At the other end of the spectrum are direct market resellers (DMRs), distributors that sell directly to businesses online or via telephone orders. DMRs maintain catalogs of goods to sell through online storefronts or by taking phone orders. DMRs can be an important part of any vendor’s value chain if you know how to provide the right support.Read More
Titus, current MarketStar President and COO, to replace Dave Treadway who is retiring December 31, 2018Read More
Late in 2017, three ambitious female coworkers and I took a 12-hour drive straight up I-15 to Calgary, Alberta in Canada to attend a women-in-leadership conference. On the drive up, we talked about our futures —how we envision success and what it takes to achieve what we’re after. We talked about our past, including experiences we’ve had in the workplace and what changes we’d like to make; and we talked about our present—all the things that bring us joy, and how we should spend more time appreciating it.Read More
When the best partners have countless companies vying for their attention, how do you stand out from the rest and build a mutually beneficial relationship? The answer lies in well-executed partner marketing programs and tactics, which happen at the intersection of sales enablement, to-partner marketing, and through-partner marketing.Read More