MarketStar Blog | Best Practices

Keys to Creating A Great Inside Sales Team

The B2B sales model is changing. Where outside sales reps were once seen as a cost-effective and efficient way to close new deals and build revenue, more companies are bolstering their inside sales team. The migration from the traditional sales approach to inside sales is helping B2B companies more closely align sales and marketing, improve lead generation, and create a better customer experience.

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Significant Success Secrets For Bulk SMS Marketing

With a phone in almost every hand today, Short Message Service (SMS) marketing's popularity has only been growing from strength to strength recently. Bulk SMS marketing is at the peak of its demand for various reasons today, especially in the e-commerce sector.

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5 Critical Concepts for Engaging the Partner Channel

Engaging the partner channel isn’t as easy as it once was. Partners are more diverse and specialized, margins have thinned, and hard-good solutions are rapidly transitioning from one-time fees (with service contracts) to subscription-based solutions. Those companies who recognize that the partner channel is changing, and embrace the change, will be positioned for success in the coming years. But, those who choose to maintain business as usual, will likely see their channel slip through their fingers. 

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The Top 5 Mistakes of Enterprise Sales (and How to Avoid Them)

Nobody ever said enterprise sales was easy. Enterprise tech sales is one of the toughest types of sales jobs, no matter whether you are engaging in enterprise software sales, hardware sales, or cloud services. Another industry term for enterprise sales is complex selling because there are so many variables.

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The Right Time: When Outsourcing Sales Makes Sense - Part I

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How Embracing Sales Enablement Boosts Sales Performance

No sales rep succeeds on their own. Successful sales performance is the result of many factors. You need the right leads, the right sales pitch, the right conversion tools, the right customer service, and more. Sales success is the result of solid sales enablement, which is why successful companies are more focused on developing a frictionless, integrated sales process.

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The Rise of Sales Engineers: Here’s why they have Become so Coveted

Selling complex technology requires special skills and technical expertise, but knowing how to sell the technology doesn’t mean you have to know how to build it. However, when you engage in consultative selling, the prospect is looking for sophisticated, custom solutions to complex problems. That’s why selling technical solutions requires sales engineers (SEs).

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The ABCs of Lead Qualification

If you are in sales (or a movie buff), you have undoubtedly heard the phrase “ABC, always be closing,” from Glengarry Glen Ross. That may be a good motivational mantra for selling real estate, but it’s less effective in B2B sales. When dealing with lead qualification for B2B technology, selling it makes more sense to think of ABC as “always be consulting.”

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3 Don’t-Miss Steps to Successfully Harness Customer Success

Ensuring customer success is at the heart of consultative selling isn’t just fluff. When you are selling technology, selling the product alone isn’t enough. You must sell a solution for a problem that your technology can solve. That means much deeper customer engagement that delivers an immediate return and more ROI over time. That’s why leading companies invest in customer success.

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After the (virtual) trade show: 3 tips for following up with leads

Traditionally, trade shows have been a great way to increase market visibility and gather sales leads. Having a booth at a major trade event allows you to speak with prospects and other professionals, learn about what they are seeing in the market, and even talk about points of pain and challenges that your company might be able to address. Unfortunately, trade shows have been on a hiatus since early 2020 due to the pandemic, but there are still virtual trade events, online roundtables, and webinars that attract sales prospects seeking answers. Once you get their contact information, what’s the best strategy for following up with leads?

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