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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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How to Empower Your Sales Team From Home

The coronavirus pandemic has sent shockwaves across the country, grinding our economy to a standstill and forcing many employees to work from home. In these unprecedented times, establishing a new routine with your sales team can feel challenging. But rest assured: They need your leadership right now. 

Although this crisis has put many industries on hold, others are still as busy as they were before it, in some cases, more busy. In the midst of all this stress and confusion, your team may very well be expected to keep making sales calls, focusing on Customer Success, and hitting their numbers. If that’s the case, then they are likely craving clear, confident guidance to help establish some sense of normalcy—and inspire them to keep up the great work

Here, we explore five ways to empower your sales team from home:

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Why SMB Is a Niche Your Sales Team Should Focus On

For every big customer you land, there are dozens of small and medium-sized businesses (SMBs) out there that are looking for products exactly like yours. However, most enterprise companies ignore SMB sales, assuming that SMBs are too difficult to sell to and too expensive given the size of their typical contract. 

If you are among those who are overlooking SMB sales, then you are ignoring an untapped market that is hungry for technology.

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How to Reach Out to Sales Partners During a Crisis

The COVID-19 crisis is something we have never seen before, and it is affecting every business across the globe. Operations are far from normal, and in many locations, businesses have closed their doors and asked employees to work from home. 

Your channel partners are being affected as well. Deals that were in the pipeline have paused, stakeholders are in a new work environment (WFH), budgets are now uncertain, and everyone is taking a deep breath, waiting to see what comes next.

With normal business on pause, now is the time to step up channel support and strengthen your partner relationships so we can all weather the crisis.

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Why a Customer Success Team Is Essential During a Crisis

With the COVID-19 pandemic, the entire world has had to change the way it conducts business virtually overnight. Shelter-in-place orders have been issued in states across the U.S., and businesses are encouraging their people to work from home. This is the time when your Customer Success team really needs to step up to reassure customers and keep the revenue coming in.

If you don’t already have a Customer Success team in place, then you should seriously consider creating one. Unlike customer support, which is reactive following a sale, the Customer Success team is proactive, working with customers to understand their business needs and help them to achieve their business goals.

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[Infographic] Driving Impact from Anywhere During COVID-19

Because of the COVID-19 pandemic, MarketStar is pivoting to a work-from-home environment through at least May 4. However, despite the current challenges and uncertain times, we continue to launch new teams without delay (6-8 weeks), including recruiting, training, and equipment delivery. 

In this infographic, we discuss how our sales teams are staying strong and our Sales as a Service® model is built to drive results from anywhere.

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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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Ingredients of a Successful Foundation

Here is a fun metaphor, “My business is my baby.

Throughout my years working alongside SMB marketing strategists as a sales funnel architect, I heard this metaphor more times than I could count. Additionally, as a touring musician between 2013 and 2017, the same metaphor was heard again, but in different context, “My guitar/bass is my baby.” For years, I assumed I fully understood the message this metaphor implied, but after becoming a parent, I finally get it. Businesses are indeed like children. They are brought into this world without the knowledge of where they want to go or how to get there, but like unto children, with a proper foundation to build upon, they can grow and become successful.

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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 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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