Recent Posts by MarketStar Editorial Team

 
The MarketStar Editorial Team is a dedicated group of writers and industry experts committed to delivering insightful and impactful content. With a focus on sales, customer success, revenue operations, marketing, and revenue strategy, the team leverages their extensive experience to provide valuable resources and thought leadership. Their mission is to empower businesses with the knowledge and strategies needed to thrive in a competitive market. Through a blend of research, analysis, and practical advice, the MarketStar Editorial Team helps readers stay informed and ahead of industry trends.
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The Role of Automation in Managing Partner Networks

The biggest sources of opportunity are collaboration and partnership. And today, with digital communication, there is more of that everywhere. We need to expose ourselves to that as a matter of doing business.” – Mark Parker (CEO, Nike, Inc.)

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Sales Enablement Metrics You Should be Measuring

The underlying purpose of sales enablement is, essentially, to improve sales outcomes. While this is an admittedly reductive and oversimplified statement, it holds true and serves the purpose in this context because as soon as you consider this, the need to measure and track various metrics around sales enablement becomes immediately apparent. After all, how would you know if you’ve improved something without measuring it?

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Putting AI to Work in Sales Coaching

In large organizations with teams spread across time zones, coaching is a problem of scale. The inability of managers to find time to address the learning needs of individual sales reps reduces coaching to being reactionary when good or bad outcomes happen. An integrated sales enablement and coaching platform with AI capabilities is perhaps just what the doctor ordered to overcome this problem. So, how can AI help in coaching? Here are six ways how it can.

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The Ins and Outs of Customer Acquisition Cost

When validating sales prospects, you want to make sure that pursuing a potential prospect will yield profits. To determine the potential returns from any new lead, you must start by calculating the customer acquisition cost (CAC). 

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

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Defining the Enterprise Sales Experience

Every customer journey starts with your sales team. Stop. Please ask yourself if you are liking the results. Are you accurately defining success for this team? How does your definition translate to the larger enterprise clients’ sales experience?

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4 Steps to Enabling Sales for Remote Selling

Key Takeaways

In response to the demands of physical distancing and work from home that came with the onset of the current pandemic, many sales organizations were quick in adapting to a virtual sales model that they hoped would only be a holding pattern until the situation “returns to normal.” However, what we are looking at is not a temporary disruption to the sales process and methodologies, but a thoroughgoing restructuring. While many of the digital shifts were already in play before the pandemic, the new normal requires companies to adopt them within much shorter timeframes. Sales enablement has a vital role in all of these changes as it provides a robust framework to support remote sales training and coaching, virtual selling, and the implementation of a virtual sales model that is appropriate for the emerging digital world. 

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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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Enterprise Sales: How Big Are They, Really?

When it comes to selling B2B technology, landing an enterprise deal is like grabbing the brass ring. Enterprise sales generate more revenue with larger and higher-value contracts. Enterprise sales also lead to longer engagements, which means ongoing revenue and more opportunity to cross-sell and upsell.

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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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