MarketStar Blog

As of 2022, 92% of the United States' total population has internet access. That translates to over 305 million users. Whether their intent is to find information, entertainment, or to connect with others, one thing is certain- today's customers live online. And with a reported 40,000 Google search queries per second, it looks like they are pretty active. This creates an ocean of opportunities for organizations to utilize their online presence and leverage a plethora of tools and channels to spark curiosity, capture leads, and nurture them throughout their buyer journey.

Sales as a Service is growing in popularity year by year with an increasing number of executives seeing the enormous value that Outsourced Sales bring to the table. The high cost of living combined with the long and costly recruiting process, expensive industry turnover, and a future that isn’t very predictable are only a few challenges faced by many organizations today.

Back in the late 90s, an American software designer, Alan Cooper, developed a concept that changed and redefined how today's marketers and sales teams target and interact with their buyers. "To create a product that must satisfy a diverse audience, logic might tell you to make it as broad in its functionality as possible to accommodate the most people. This logic, however, is flawed.  The best way to accommodate a variety of users is to design for specific individuals with specific needs." This Cooper's statement led to the invention of a concept known as "Buyer Persona" which proves to be the most crucial step in targeting and engaging with the right prospects. Researching and finding out who your current as well as ideal buyers are and whom your product value proposition resonates with will help you define the right parameters for attracting viable leads and retaining your audience.

A Customer Success program is an essential part of modern business, especially for technology solutions that are challenging to adopt in new environments. But customer success programs can also be a challenge to implement internally, especially if your organization doesn't have the infrastructure, expertise, or resources to handle it. In these situations, outsourcing CS can take those responsibilities off your plate. This allows you to give Customer Success programs the attention they deserve while you can focus on the unique value that your company is known for.

As business solutions grow increasingly complex, some buyers require additional assistance to introduce and implement new products or services into their company’s environment  successfully. It’s no longer enough for business-to-business (B2B) sales organizations to sell a product or service and leave the customer to their own devices. Today, they need support and knowledge over the long haul. 

Social selling is one of the most overlooked strategies in B2B selling. Many sales reps consider social media to be a waste of time when it comes to reaching prospects, but platforms such as LinkedIn, Twitter, or Instagram are actively used by the buyers you want to target. Social media can be an excellent source of insight and can help you learn more about your target buyers. Using social selling channels such as LinkedIn can provide a means to directly connect with prospects. It also provides a forum where you can influence potential buyers and build a rapport over time.

Our journey starts in the midst of a company wondering why they can't keep customers using their products. The leaders of the company meet in their boardroom, and everyone has the whole day's schedule dedicated to answering the question... "why aren't our customers renewing with us?"