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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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Why Sales Amid and After a Crisis Is Essential

In times of crisis, you need to plan for the future at the same time you address the challenges of the present. These are certainly interesting times, when the global COVID-19 pandemic has created an economic crisis and turned everyone’s operations upside down. 

For many, work has stopped, resulting in 21.5 million Americans filing for unemployment. Businesses across all sectors have been affected by the pandemic, and sales have stalled waiting for the crisis to abate. Now is the time to revisit your sales programs and lay the foundation for sales during and after a crisis.

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How to Stay Motivated in Sales During Summer Months

Even during a typical summer, staying motivated and focused on work can be challenging. After all, the weather is warm, kids are out of school, and vacations are looming. This year, motivation can be even harder to come by. Because most people are still working from home, activities are still somewhat limited, and we’re all yearning for a change of pace. 

But despite this summer’s unique challenges, it’s still important for your sales team to hit their goals and keep their momentum up. Read on for five ways to motivate your sales team through the dog days of summer:

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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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[Infographic] 7 Techniques to Increase Your SMB Sales

Small and medium-sized businesses (SMBs) are often ignored because of the small contract size and the difficulty of shifting an organization’s sales strategy to meet SMB needs. Unfortunately, if your organization is one of those that are ignoring the SMB market, you might be losing out on a serious amount of money.

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5 Best Books to Motivate Your Sales Team

With the COVID-19 pandemic forcing people to spend much more time at home, many are taking the opportunity to get caught up on their reading list. In stressful, uncertain times, picking up a new book or two can be entertaining and even calming. For your sales team, this could even become a time of learning and self-improvement.

We are always on the lookout for interesting perspectives on sales strategies—particularly when most employees are stuck at home and looking for some motivation. Here, we count down five great books to motivate your sales team:

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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 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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[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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