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Customer Success Requires a Smooth Post-Sales Transition

Closing the deal is only the first step of a successful sale. Once the contract is signed, you have to ensure a smooth transition from prospect to satisfied customer. That is the essence of solution selling: ensuring customer success.

When you understand that customer success is the end game, you can take steps to guarantee that the customer gets maximum value from the contract, starting with a smooth transition from prospect to customer. When you develop an onboarding strategy that focuses on the customer’s needs and on developing a path to solve their problem, you promote greater customer loyalty and increased renewals.

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7 Tips to Build a Successful Enterprise Sales Plan

If you know anything about selling technology, then you know that enterprise sales are different from all other types of technology sales. Selling enterprise solutions has its own set of rules and a unique decision-making process. To thrive at enterprise sales, you have to appreciate what makes the process unique and know how to adjust your sales process to overcome the unforeseen obstacles you might encounter along the way.

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Why Customer Success Should Be Data-Driven

You are being measured. How do you stack up? Are you proving your client’s return on investment (ROI)?

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How to Increase Sales in a Virtual World

The world of virtual business, including virtual selling, is here to stay. It’s an adjustment, but there’s no doubt that it’s happening. With the onset of the COVID-19 pandemic, corporations have seen the ongoing value of working from home (WFH), and 74 percent of CFOs have already indicated that WFH will become part of their staffing strategy moving forward. To increase sales, tactics have to evolve to suit the new world of virtual work, and using outsourced support for B2B selling can help.

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Sales Motivation: Top Podcasts You Should Be Listening To

Every sales professional needs a little sales motivation now and then. Successful selling is about staying positive and being motivated to win, but keeping that positive energy flowing can be tough sometimes. When it’s hard to get motivated and you need a pep talk, there are plenty of online resources and motivational podcasts to keep those juices flowing.

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How Not Having a Customer Success Team Is the No. 1 Reason Your Churn Is So High

With more companies looking to create recurring revenue models based on subscription sales, the impact of customer churn is higher than ever. The only way that a recurring revenue business model becomes sustainable is if you have happy customers who continue to buy what you have to sell. What we have learned is that having a Customer Success team as part of MarketStar’s Sales as a ServiceⓇ offering is essential to reducing customer churn.

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MarketStar Isn't Just for Top-of-Funnel Sales

The decision to outsource key sales functions can have a profound impact on the success of your company. After all, any step you can take that will move prospects through the sales funnel more quickly or readily will help boost your sales overall.

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5 Essential Skills for Increasing Your Client Success

Understandably, 2020 has been a unique year for many sales reps. Many businesses have delayed or canceled investments in products and services until the COVID-19 pandemic is over and they can more accurately plan for the future, others have seen a surge in demand and require quick action and product education. In both scenarios,, the business-to-business (B2B) market is growing increasingly competitive. 

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The Power of Enterprise Sales with MarketStar

Lately, we have been talking about small and medium-sized business (SMB) sales, but what about enterprise sales? Enterprise sales requires a different approach than SMB sales does. It also requires different resources and more patience, but the size of the sale makes it more than worthwhile.

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3 Techniques for Selling to SMB Customers

I love playing softball. It’s a game we can play long into our later years, but it still requires skill and precision. The key to a big softball win? Lots of small hits. I’m amazed that when you play a game where it’s single hit after single hit, all of a sudden you look at the scoreboard and it’s 9-0 after one inning! Rarely do you hit homeruns in softball, it’s playing the smaller hits. That’s kind of like playing the SMB market -- smaller hits, but when you add them all up, you get a massive end-result. Small ball in business (SMB) is a winner, but it takes skill and precision.

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