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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.

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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How to Choose the Right Outsourced Sales Partner

Not too long ago, B2B sales was a relatively uncomplicated process. Experienced sales reps would own the customer relationship, from prospecting and acquisition right through to product training. 

Times have changed.

B2B buyers are better educated and more discriminating, competition is tougher, and organizations are scrambling to lower their customer acquisition costs and increase customer lifetime value (LTV). As a result, the sales process has become more diversified, with different job functions for lead acquisition, nurturing, closing, and onboarding customers. 

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The Difference Between Selling to SMB vs. Enterprise Markets

You would think that when it comes to selling technology, the same B2B sales process should work for all target customers, right? After all, sales prospects are all suffering from similar pain points and seeking the same types of solutions, and so you should be able to apply the same selling techniques to meet your sales goals. 

Wrong! 

The way customers buy technology differs based on size and budget, and you need to use a different strategy for selling to small and medium-sized businesses (SMBs) than you would for enterprise customers. A successful SMB sales strategy requires you to match your sales approach with the size of the customer.

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The 3 Keys to Building Expert Sales Teams

If you’ve been working in sales for any length of time, then you know that good sales reps are made, not born. To become a great sales rep requires dedication and perseverance, as well as performance analysis and coaching. When building a sales team, you have to use a measured approach that highlights weaknesses as well as strengths and provides the tools and support needed so that your sales reps can excel.

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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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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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Why There’s No Finish Line in Today’s Sales Model

Do you think of sales as a sprint or as a marathon? For today’s successful business, you have to be a marathon runner. The sales model has evolved from the old-fashioned quick close to a more substantive, solution-based strategy. Today’s successful sales model is committed to ongoing customer success, so closing the deal is just step one.

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