MarketStar Blog

These days, knowing your prospects is more crucial than ever. It's not just about understanding their interests; it's about deciphering their intentions. Buyer intent provides valuable insights into whether a prospect is merely curious or ready to invest in your product or service.  

By analyzing the digital footprints left by your prospects, you can gain a deeper understanding of their purchasing journey. This knowledge allows you to tailor your approach, ensuring you engage them at the right time and with the right message. Let's dive into how you can uncover and interpret this data to enhance your sales strategy.

Establishing a proactive sales operations approach is necessary if you want to gain more business or cross-sell to existing clients. On the other hand, a reactive approach is haphazard and just doesn’t work out in the long run. Being proactive in your sales strategy entails planning, profiling targeted accounts, finalizing and executing account strategies, and creating a process to receive continuous feedback to improve performance. When done right, it leads to more sales revenue.

“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.)

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?

Most individuals have come to know and understand the Pareto principle of 80/20, conceptualized by Vilfredo Federico Damaso Pareto, born in 1848.  Rumor has it that one day Pareto noticed that 20% of his pea plants in his garden generated 80% of the healthy pods.  Upon further research and understanding into different industries, he came up with the well-known and generalized result of 80% of the results will come from 20% of the actions. Over the years we have come to accept this principle in many aspects of business life. For example, it is often assumed that 80% of revenue comes from 20% of customers or 20% of a company’s products represent 80% of the sales, and so on. 

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.

There is no doubt that the COVID-19 pandemic has permanently changed the way we do business, including how we sell enterprise technology. With employees working from home, licenses for on-premise enterprise software are being replaced by software-as-a-service (SaaS) subscriptions. Cloud solutions have been with us for some time, and adoption has accelerated thanks to the pandemic.

Cloud services have become the foundation of enterprise computing. Migrating enterprise resources to the cloud gives corporations more agility and cuts costs. To add a new enterprise application or more data storage, you simply add more cloud capacity. If you are selling enterprise services, then you must include cloud services and cloud service providers in your sales strategy.

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).