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Growth in 2020: Six Reasons Why Outsourced Sales Should Be in Your Plan

Business growth is your goal, but sales is holding you back. Sound familiar? When companies struggle to expand their revenue and scale their business, it’s not always because they lack opportunity, but often because their in-house sales team can’t keep pace.  

Based on what we have seen in our more than 30 years of experience in the outsourced sales industry, companies that scale an in-house sales team often take upwards of eight to 12 months to ramp up their small team into a thriving, productive operation.

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SMB vs. Enterprise: Why Different Customers Need Different Sales Processes

You need different sales processes for different types of customers, especially when it comes to selling technology solutions. If you are selling to enterprise customers, their needs and expectations are vastly different than when you sell to small-to-medium-sized businesses (SMBs). Those differences extend well beyond budget and include differing attitudes about their strategic needs, what they expect from you as the solution provider, and what you should expect from them in return. Understanding those differences is essential to sales success.

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5 Limitations of Doing Sales All In-House

Hiring and training staff is expensive. SHRM (The Society of Human Resource Management) estimates that the cost-per-hire is $4,129, and that replacing an employee can cost between six and nine months of their salary. When you consider the cost of searching, hiring, and training sales personnel, hiring an outside sales team can eliminate talent acquisition headaches.

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Top 7 Sales Influencers You Should be Following

Ideas are meant to be shared, especially when it comes to B2B selling. It’s always useful to hear from old pros who have “been there, done that,” and also hear about what works for them in a tough selling situation.

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4 Keys to Success in Selling Cloud Services

If you are selling enterprise technology, you are probably selling cloud services. The cloud drives most technology decisions since hosted services are being used to handle data, business applications, development, and virtually anything that supports enterprise-driven businesses. You should include cloud services as part of your channel partner program.

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How Live Chat Is Changing the Landscape of Inside Sales

More companies are using live chat for leads. You are undoubtedly familiar with live chat as a sales and customer service tool. How often have you visited a website looking for information only to see a live chat box pop up in the bottom corner? These chat boxes aren’t sales bots; they are live sales reps looking to provide business-critical information that could turn a curious website visitor into a viable prospect. This is how you apply live chat for leads, and it is changing B2B sales.

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5 Creative Ways to Gain More Qualified B2B Marketing Leads

In the world of B2B sales, chasing down qualified B2B leads can be the most frustrating part of any sales rep’s job, but it’s also one of the most important. You need those B2B leads to keep the pipeline full and achieve your sales goals. The truth is that B2B prospects aren’t really harder to find; they have just become more discriminating. Today’s customers are better informed and busier than ever, so you need to adopt more creative strategies to attract qualified B2B leads.

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MarketStar to Open New Downtown Salt Lake City Location

SALT LAKE CITY, UT (April 29, 2019) – MarketStar, the pioneer in outsourced sales solutions, is pleased to announce the grand opening of their new location in Salt Lake City, located at 405 So. Main Street in the Washington Federal Building. The new facility will bring 135 jobs to downtown Salt Lake City, with plans for more in the near future. 

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5 Ways to Maximize Partner Relationship Management

One of the fastest ways to expand enterprise sales is by enlisting help from channel partners, but to be effective, you also need a partner relationship management strategy. To make your channel partners effective, you have to provide the tools and support they need for success.

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How a Consultative Approach is the Key To Selling Without Actually Selling

Whom would you rather buy from? The slick sales rep with the aggressive sales pitch who wants you to decide today, or the sales rep who asks questions, listens to understand what you need, and takes the time to work with you to find the right solution. The answer is easy, but the reality is there are still too many quota-driven sales reps out there who put closing the deal ahead of the needs of the customer. Sales reps with happy customers and long-term success are the ones who master the art of selling without selling.

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