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Trends in B2B Sales Structure: The New Way to Build a Sales Team

The nature of sales is continually changing, and organizations that can spot those changes are the ones that identify new opportunities. In B2B selling, buying habits are evolving, and capitalizing on new B2B sales opportunities means building a sales team that’s structured to address the new B2B customer. Unfortunately, most sales executives have been slow to identify these changes, let alone to react to them. It’s time to take a hard look at your current sales organization and consider building your sales team to meet the needs of today’s B2B buyer.

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Top 7 Women of the Channel You Should be Following

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How to Maximize Sales Through Direct Market Resellers

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.

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How to Survive Brexit and succeed in B2B Sales

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Brexit-related news has been almost impossible to avoid these past few months as the United Kingdom edges closer to the self-imposed October 31st deadline to exit the European Union. With no deal in place with the EU, Britain’s exit strategy was already tenuous at best, but in the wake of changes to the Conservative party following Theresa May’s step down as Tory leader and Prime Minister, even more uncertainty has been introduced into the equation. Now, with one side promising an October 31st departure with or without a deal, while the other side passes new laws to stop such an outcome, corporations and Britons alike are scratching their heads with no real idea of what to expect.

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2 Ways to Provide Empowerment when Managing Sales Reps

You have no doubt heard the phrase, “People are your most valuable resource.” Nowhere is that more true than in the world of B2B sales. Experienced, committed, savvy sales professionals are your most valuable asset, especially if you empower them to be valuable. Good sales reps are not service bots or order takers simply tasked with achieving quotas; they are skilled professionals who understand the value of what they are selling, how that value proposition meets customer needs, and the lifeblood of your revenue generation engine. When it comes to managing sales reps effectively, empowering them to succeed always yields better results.

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[Infographic] In-house vs. Outsourced Sales

Rapid market changes paired with new and increasingly complex product and service offers means one thing for sales: Adapt and evolve if you want to succeed. So, when it comes to the decision to overhaul your sales team for agility and scale, you have two options: Expand internally or partner up with an outsourced inside sales provider.

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5 Sales and Marketing Tips for Navigating GDPR

It’s been more than a year since the General Data Protection Regulation (GDPR) was put into effect by the European Union. The goal of the GDPR is to protect the privacy of EU citizens by regulating how personal data is handled, both within EU countries and outside of them. That’s why any organization doing business in Europe needs to be concerned about GDPR compliance, especially when it comes to sales.

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Using Predictive Analytics to Drive SMB Sales Revenue

One of the great things about selling in the digital age is business intelligence. Organizations are drowning in data generated by CRM systems, ERP platforms, online marketing, customer support, and a host of other sources. Thanks to data analytics, we know more about our customers, target markets, and SMB sales opportunities than ever before. Additional assistance from predictive analytics also helps sales teams be more productive and maximize their success more effectively than they could through their efforts alone.

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2 Ways Emerging Brands Can Maximize VC Funding

It is well-known that a vast majority of early stage companies fail. According to Small Business Trends, only 56% percent of companies started in 2014 made it into their 5th year of operation. In an attempt to buck the trend and thrive in an ever-changing technology and business landscape, many companies turn to Venture Capital firms, private equity companies who invest in small or early stage companies, as a means to grow and achieve market dominance. Everyone wants to be the next big Unicorn, but a recent study shows that at even amongst Venture Capital backed companies, the odds of that becoming a reality are less than 1%.

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3 Key Takeaways from Paul Grant's Article on Growth in 2020

 

Last month Paul Grant, Chief Customer Officer at MarketStar, shared Six Reasons Why Outsourced Sales Should Be in Your Plan for growth in 2020. According to Statista, the global market for outsourced services over the last three years is at $85.6 Billion and continues to grow. Here are three key takeaways from Paul Grant’s article on why leveraging a Sales-as-a-Service® partner like MarketStar increases your chances for success in sales:

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