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
Rapid market changes paired with new and increasingly complex product and service offers means one thing for sales: Adapt and evolve if you want to succeed. So, when it comes to the decision to overhaul your sales team for agility and scale, you have two options: Expand internally or partner up with an outsourced inside sales provider.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
Success doesn’t come without growing pains. As your operation scales, you need to find the most effective ways to scale your sales program to support growth without adding too much overhead. Expanding any sales team takes time and money, and in rapidly changing markets it too often seems like sales is always catching up. To sustain growth you need to be able to scale sales in step with the rest of the organization, and that takes a well-devised plan.