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Recent Posts by Phil Mickey, Director of Marketing

Phil is responsible for the direction and execution of the comprehensive marketing, brand, and communications strategy for MarketStar. He leads the team that sets and maintains a fully integrated marketing plan that is fully aligned with corporate mission, vision, and key financial objectives. Phil is an avid reader, an expert audiophile, and a certifiable Star Wars geek. Before coming to MarketStar he spent a decade on marketing communications in professional sports. He is a proud Weber State Wildcat and a dedicated husband and father of three.

The Difference Between a Sales and Customer Success Team

As business solutions grow increasingly complex, some buyers require additional assistance to successfully introduce new products or services into their companies. 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. 

The need for longer-term success is why Customer Success teams are becoming increasingly common in B2B sales organizations. However, it’s important for sales leadership to understand that Customer Success is not the same as other sales functions. Here, we take a look at the key ways in which these two roles are different and why a Customer Success team may be exactly what your organization needs.

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How to Build a Sales Team with Specialty Roles

Today’s business-to-business (B2B) sales organizations are selling to increasingly sophisticated customers who are more informed than ever. The B2B buying journey has changed significantly, but customers still need help making the right buying decisions. That’s why we’re seeing a growing number of businesses incorporate new speciality sales roles to meet the needs of B2B customers at every stage of the sales cycle.

In this blog, we’ll explore how to best build speciality roles in a sales team to help your customers make the right buying decisions, while also supporting customer renewals and upselling customers to increase the value of every engagement.

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Why Customer Success Should Be Part of Your Plan While the Economy Recovers

The ongoing COVID-19 pandemic has had an incredible impact on a variety of industries around the globe. There’s no doubt that it’s been a challenging year, and we’re still not out of the woods. 

But that means this summer is a great time to reassess your sales approach, determine what’s working and not working, and consider what your customers need, both now and in the future. 

As the economy regains focus amid and after COVID-19, Customer Success in particular should be part of your plan. Today, we’ll take a closer look at the benefits of a Customer Success team and how to best implement one in your company.

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4 Myths of Outsourcing Your Inside Sales Team

Sales as a ServiceⓇ continues to grow in popularity, with more and more companies outsourcing key sales processes to help meet their goals. Still, some sales leaders are hesitant to consider it, especially to support their inside sales needs.

We’ve noticed over the years that there are a few common myths about outsourcing inside sales—objections that many sales leaders seem to share. But we’ve seen for ourselves that these myths aren’t true. And for companies that are already leveraging Sales as a Service, these myths have been debunked in the form of a growing pipeline and increased revenue.

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Why Customer Success Is Essential to Your SMB Sales Plan

For many sales organizations, small and medium-sized businesses (SMBs) represent a great untapped market. However, these companies require a thoughtful sales approach that may differ from how you treat your enterprise customers. Customer Success is one area in particular that is essential to your SMB sales plan.

The United States is home to more than 30 million SMBs, which account for 99.9 percent of all U.S. businesses. Small businesses are those that generate less than $50 million in annual revenue, while medium-sized businesses sit between $50 million and $1 billion in annual revenue. These figures may be small compared to those of many enterprises, but they still represent a sizable selling opportunity that should not be ignored.

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How to Reset Your Sales Strategy During or After a Crisis

As many companies struggle to stay afloat during the COVID-19 crisis, it’s not surprising that sales are down in a range of industries. Even as states begin to reopen certain segments of their economies, much remains uncertain. Understandably, many sales professionals are unsure how to keep selling during and after this crisis. 

A global pandemic, a recession, or any other widespread crisis is not the time for a business-as-usual sales approach. Instead, it’s a chance to take stock of your challenges and opportunities, and reset your sales strategy to address the situation at hand.

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Outsourcing Part of Your Sales Can Help Cut Costs in a Crisis

The coronavirus crisis has had a profound impact on businesses of every size. The U.S. economy shrank an estimated 4.8 percent in the first quarter of the year, and losses in the second quarter may be even worse. Across every industry, companies are looking for ways to minimize costs in an attempt to keep their businesses running successfully.

Even in the midst of a crisis as unprecedented as COVID-19, sales and lead generation are essential. In fact, as recently as 2016, 85 percent of organizations said lead generation was their top priority. And as we start to gradually pull out of this economic downturn, it is important for your sales pipeline to be intact so that the business can return with energy and a solid plan.

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4 Unique Characteristics of the SMB Space

When selling technology to small and medium-sized businesses (SMBs), you have to put yourself in the position of the entrepreneur or small business owner. While doing so, it’s crucial to remember that SMB sales are different from enterprise sales not just because they have smaller budgets, but because their needs and approach to technology are very different.

Whereas enterprise sales tend to be larger contracts, there are many more potential SMB sales. There are 30.7 million small businesses in the United States, and they are hungry for the latest technology.

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How to Structure a Work-from-Home Sales Team

Agility is the key to sales success, so when a pandemic hits, you have to be prepared to change the way your sales team operates. Because of the global COVID-19 crisis, most businesses have closed their offices and are encouraging people to work from home, including their sales teams. Maybe it’s time to consider how you are going to restructure your insides sales and prepare to manage your work-from-home sales team.

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Cost Comparison: The Value of Outsourcing Sales

B2B selling has become more complex. It used to be that B2B sales was a linear process, and a sales rep would own the customer relationship from lead development through final close and onboarding–then repeat the process. 

No longer. 

These days, customers are conducting proactive product research, trying to make sense of alternative solutions that meet their business needs. The process has become more complicated, in some cases making the customer less inclined to buy, fearing that they might make a mistake. As a result, the sales rep has to be a solution adviser that builds product confidence, quickly, with the customers.

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