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3 Reasons MarketStar Knows How to Close SMB Sales

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The temptation for any B2B sales team is to hunt for whales. If you can land that one big deal, you get a big payoff. But while you are spending all that time and energy hunting whales, dozens of smaller fish may slip past you. Too often, the focus on enterprise deals eclipses the profit potential from SMB sales. SMBs deals can be easier to land, and they can have greater lasting value.

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Why There is a Need for Customer Success

The overall success of any sales and marketing initiative ultimately hinges on customer success. It’s one thing to complete a sale or close a contract, but the ultimate goal is to ensure that the customer receives maximum value from the sale or engagement. Turning a sale into a successful engagement means happy customers, which translates into additional sales to those customers and reduced customer churn.

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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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