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Recent Posts by Amy Wilde

 

Amy leads MarketStar’s strategic content efforts. She supports the client teams, as well as the Business Development and Marketing departments, with the aim of contributing to organic and new growth through content designed at providing action and sparking discussion.

As an 18-year veteran of MarketStar, she has contributed to our success for two-thirds of the company’s history. Amy built the Geographic Information System process, developed complex coverage modeling solutions, conducted in-depth customer demographic analysis, and built the client business review engine for the sustained growth and success of our clients.

Amy holds a Bachelor’s Degree in GIS from Utah State University. She is a published author and motivational speaker.

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How to Remain Productive During the Coronavirus Pandemic

We are living in unusual times. The COVID-19 viral outbreak is the worst pandemic in 100 years, and it is having a dramatic impact on people and businesses around the globe. 

Here in the United States, events from concerts to the NCAA playoffs have been canceled. Movie theaters and restaurants are either closed or empty. State governments are taking steps to protect citizens from contagion. 

Other businesses are also taking steps to protect their employees and their customers. Businesses are closing their doors and, where practical, are requesting that their employees work remotely. Thanks to technology, we are in a better position to not only deal with the coronavirus pandemic, but also to continue to work and support our customers at the same time.

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How to Design a B2B Sales Team and Optimize Coverage

Times are changing, and so is the way that B2B buyers source new business solutions. This means that you need to rethink your approach to building a sales team. Customers aren’t looking to buy specific products as much as they’re looking for ways to solve business problems. 

As a result, sales territories are fading in favor of selling using vertical market expertise. It’s a buyer’s world, and customers are better educated and want more value and better service, and so building a sales team that can offer better solutions requires a new strategy.

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5 Leading Brands That Rely on Outsourcing for Profits

There has been a change in tone to the word outsourcing. What was once considered a controversial way of doing business is now a seamless blend into the typical buildout of a successful company. The biggest reason? Outsourcing, particularly in relation to the sales process, allows companies to focus on what they do best, and leave the rest to a trusted  outsourced sales partner

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Outsourcing Sales Continues to Rise: What we Learned in 2019

Outsourcing all or part of the B2B sales process is on the rise as more companies realize the power of outsourcing to increase their sales. 

According to the 2019 Marketing Mix Report published by Sagefrog Marketing Group, 63 percent of B2B companies were expected to outsource sales and marketing in 2019. In fact, 67 percent cited increasing sales leads as their top priority for the year, and 35 percent said their top priority was converting leads.

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Why Outsource your SDR Team?

This blog was originally published on 10/10/2016 and updated on 12/18/2019. 

Any way you look at it, filling your sales pipeline is a difficult task, and too many companies are relying on their top salespeople to handle routine prospecting. Account executives (AEs) are most valuable when they’re closing deals, which is why outsourcing sales is becoming a more popular strategy with B2B companies. By engaging outside sales development reps (SDRs), account execs are free to close deals and work with customers, which is the real value they bring to any organization.

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Trends in B2B Sales Team Structure

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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[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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What to Consider When Choosing Your Sales Tech Stack

Your expertise is in selling B2B technology to companies that are seeking to improve operations, smooth out their workflows, and generally power new strategies for success. But how do you use technology as part of your SMB sales strategy? Does your sales tech stack stack up and give you access to the data, insights, and analytics you need to unlock efficiencies and increase sales volume?

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15 Statistics To Inspire Your Sales Strategy

Numbers don’t lie, but they can inspire. If you know where to look, you can find thousands of statistics on the web related to sales and selling. Although these statistics can be interesting, they don’t mean much when taken strictly at face value. However, when you start to assimilate data and compare numbers from various sources, you start to see patterns emerge. Then, if you correlate these numbers, some of your findings might make you a much smarter sales rep.

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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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