MarketStar Blog | Best Practices (2)

Understandably, 2020 has been a unique year for many sales reps. Many businesses have delayed or canceled investments in products and services until the COVID-19 pandemic is over and they can more accurately plan for the future, others have seen a surge in demand and require quick action and product education. In both scenarios,, the business-to-business (B2B) market is growing increasingly competitive. 

Hiring outsourced sales professionals can be a quick, cost-effective solution for bolstering your in-house sales team. Whether you’re looking to expand into a new market segment, add specialty sales roles, incorporate Customer Success, or simply empower your in-house team to do more, outsourcing sales is a powerful and proven way to significantly grow your team’s capabilities.

Around the globe, the market for Sales as a Service continues to grow. Today, some of the world’s most successful businesses, including Amazon, Apple, Google and Microsoft, are augmenting their in-house sales teams with an outsourced model to drive revenue. 

But what exactly is Sales as a Service? The term can feel a bit ambiguous, so we want to take a closer look at what exactly it means and how companies can leverage it.

The role of the high-tech field rep is changing and so is the way they are selling. The old method of overseeing the customer from lead capture to deal close and beyond is gone. High-tech field reps are now key members of a larger sales team, with each member playing a distinct role in the value chain. With the changes in the field rep’s role come new strategies to generate sales.

Native cloud software is here to stay, and a surprisingly large number of software as a service (SaaS) offerings are free. Free SaaS applications can be invaluable, especially if you need to solve a problem in a hurry. In fact, many free SaaS applications are outstanding tools to increase productivity, address business challenges, and make it easier to work remotely, which is extremely useful with more employees working from home thanks to the coronavirus.

There are free SaaS solutions for almost every business need. We have collected a few of the most popular SaaS tools with free offers:

Sales as a ServiceⓇ continues to grow in popularity, with more and more companies outsourcing key sales processes to help meet their goals. Still, some sales leaders are hesitant to consider it, especially to support their inside sales needs.

We’ve noticed over the years that there are a few common myths about outsourcing inside sales—objections that many sales leaders seem to share. But we’ve seen for ourselves that these myths aren’t true. And for companies that are already leveraging Sales as a Service, these myths have been debunked in the form of a growing pipeline and increased revenue.

Times of uncertainty present challenges to all of us, but they also present new opportunities. During a crisis such as the COVID-19 pandemic, everyone is anxious about their health, their family, their job, their company, and the future. 

No one can predict what’s coming, but you can help secure your company’s future by solidifying your brand reputation. It’s an excellent time to build brand recognition and customer loyalty.

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.

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.

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: