MarketStar Blog

If you are selling enterprise technology, then you probably are selling cloud services. The cloud is here to stay, and everything-as-a-service sales are outpacing traditional enterprise software sales. Cloud services are faster to deploy, less expensive, and easier to manage. Cloud computing is being used to handle data storage, business applications hosting, custom development, and more. The cloud is driving most of today’s technology buying decisions. Migration to the cloud is also taking decision-making out of the hands of IT since you now are selling business solutions to multiple stakeholders.

More companies are using live chat for leads. You are undoubtedly familiar with live chat as a sales and customer service tool. How often have you visited a website looking for information only to see a live chat box pop up in the bottom corner? These chat boxes aren’t sales bots; they are live sales reps looking to provide business-critical information that could turn a curious website visitor into a viable prospect. This is how you apply live chat for leads, and it is changing B2B sales.

SALT LAKE CITY, UT (April 29, 2019) – MarketStar, the pioneer in outsourced sales solutions, is pleased to announce the grand opening of their new location in Salt Lake City, located at 405 So. Main Street in the Washington Federal Building. The new facility will bring 135 jobs to downtown Salt Lake City, with plans for more in the near future. 

One of the fastest ways to expand enterprise sales is by enlisting help from channel partners, but to be effective, you also need a partner relationship management strategy. To make your channel partners effective, you have to provide the tools and support they need for success.

Whom would you rather buy from? The slick sales rep with the aggressive sales pitch who wants you to decide today, or the sales rep who asks questions, listens to understand what you need, and takes the time to work with you to find the right solution. The answer is easy, but the reality is there are still too many quota-driven sales reps out there who put closing the deal ahead of the needs of the customer. Sales reps with happy customers and long-term success are the ones who master the art of selling without selling.

Any company looking to increase revenue should consider a channel partner program. Naturally, you look to your in-house sales team first to help build revenue, but it can cover only part of the market. A well-established partner channel can help you capture untapped revenue. By collaborating with the right channel partners, you can access new revenue sources and new customers that you may never have known existed.

Do you think of sales as a sprint or as a marathon? For today’s successful business, you have to be a marathon runner. The sales model has evolved from the old-fashioned quick close to a more substantive, solution-based strategy. Today’s successful sales model is committed to ongoing customer success, so closing the deal is just step one.

When you have a channel partner program, you need to rely on your channel partners to manage not only customer sales but also the overall customer experience. In the age of software as a service and recurring revenue models, everyone in the value chain has to assume responsibility for customer success. However, your channel partners are on the front line, since they closed the sale and are the first line of defense for customer fulfillment. Therefore, the vendor’s job is to enable channel partner success in order to optimize the customer’s experience.

Every successful business is focused on promoting customer satisfaction and optimizing customer experience. Every organization that offers a product or service needs to offer training and customer support. However, too many fall short of supporting customer success.

Change is inevitable; in fact, it is essential for businesses to grow. However, not everyone is willing to embrace change, and even if they are willing to accept change, they may not see things your way. That’s why stakeholder relations have to be a key component of any business or change management strategy. It’s important to have everyone involved on board with the new strategy, policies, and procedures so the entire team is working toward a common goal. When making plans for 2019, you want to be sure that everyone involved shares the same vision and objectives.