In the world of B2B sales there are different types of distribution partners, and each one plays a distinct role in reaching and servicing customers. Value-added resellers, for example, are high-touch partners that sell goods and services as part of a complete solution. At the other end of the spectrum are direct market resellers (DMRs), distributors that sell directly to businesses online or via telephone orders. DMRs maintain catalogs of goods to sell through online storefronts or by taking phone orders. DMRs can be an important part of any vendor’s value chain if you know how to provide the right support.Read More
You have no doubt heard the phrase, “People are your most valuable resource.” Nowhere is that more true than in the world of B2B sales. Experienced, committed, savvy sales professionals are your most valuable asset, especially if you empower them to be valuable. Good sales reps are not service bots or order takers simply tasked with achieving quotas; they are skilled professionals who understand the value of what they are selling, how that value proposition meets customer needs, and the lifeblood of your revenue generation engine. When it comes to managing sales reps effectively, empowering them to succeed always yields better results.Read More
It’s been more than a year since the General Data Protection Regulation (GDPR) was put into effect by the European Union. The goal of the GDPR is to protect the privacy of EU citizens by regulating how personal data is handled, both within EU countries and outside of them. That’s why any organization doing business in Europe needs to be concerned about GDPR compliance, especially when it comes to sales.Read More
It is well-known that a vast majority of early stage companies fail. According to Small Business Trends, only 56% percent of companies started in 2014 made it into their 5th year of operation. In an attempt to buck the trend and thrive in an ever-changing technology and business landscape, many companies turn to Venture Capital firms, private equity companies who invest in small or early stage companies, as a means to grow and achieve market dominance. Everyone wants to be the next big Unicorn, but a recent study shows that at even amongst Venture Capital backed companies, the odds of that becoming a reality are less than 1%.Read More
Last month Paul Grant, Chief Customer Officer at MarketStar, shared Six Reasons Why Outsourced Sales Should Be in Your Plan for growth in 2020. According to Statista, the global market for outsourced services over the last three years is at $85.6 Billion and continues to grow. Here are three key takeaways from Paul Grant’s article on why leveraging a Sales-as-a-Service® partner like MarketStar increases your chances for success in sales:Read More
Numbers don’t lie, but they can inspire. If you know where to look, you can find thousands of statistics on the web related to sales and selling. Although these statistics can be interesting, they don’t mean much when taken strictly at face value. However, when you start to assimilate data and compare numbers from various sources, you start to see patterns emerge. Then, if you correlate these numbers, some of your findings might make you a much smarter sales rep.Read More
Business growth is your goal, but sales is holding you back. Sound familiar? When companies struggle to expand their revenue and scale their business, it’s not always because they lack opportunity, but often because their in-house sales team can’t keep pace.
Based on what we have seen in our more than 30 years of experience in the outsourced sales industry, companies that scale an in-house sales team often take upwards of eight to 12 months to ramp up their small team into a thriving, productive operation.
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.Read More
Hiring and training staff is expensive. SHRM (The Society of Human Resource Management) estimates that the cost-per-hire is $4,129, and that replacing an employee can cost between six and nine months of their salary. When you consider the cost of searching, hiring, and training sales personnel, hiring an outside sales team can eliminate talent acquisition headaches.