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Breaking Down the Psychology of Social Selling
More than 40 years ago, Stanford professor Walter Mischel conducted an experiment now commonly referred to as the “Marshmallow Experiment”. In this experiment a child was placed in a room and was...
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“I Love It When Retail Brands Ignore Me.”– Said No Customer Ever.
In 1995, Gary Chapman published a book called “The Five Love Languages.” This book highlights five common ways individuals express their commitment and loyalty to their loved ones including giving...
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Are You a Burden on Your Partners?
Back in 2011, while writing one of my first white papers on partner enablement, a seasoned channel colleague told me about the three elements a manufacturer must provide to its partners in order to...
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7 Must-haves to Enable your Direct Sales Team
Technology over the last five years has integrated into nearly every aspect of our lives, and it’s not just coming from Silicon Valley anymore. It’s spreading (some may think like the plague—thanks...
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With so much on our professional plates, it can be a challenge to keep up with today’s fast-paced tech industry. MarketStar’s Insights Brief is a short email that contains relevant articles and...
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It isn’t you, it’s me. Retail has changed and are brands losing out?
Most people have heard those words at one point or another in their lives. When it comes to the love triangle of retailers, brands, and customers, is the customer choosing competitors or retailers...
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Do You Enable Your Partners for Success?
We are currently seeing a very interesting trend within the partner channel – the need for enhanced enablement. Our view is unique because with so many great clients, we have a very broad vision of...
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The MarketStar Enabled Inside Sales Rep
Every company needs to acquire new customers and strives to increase sales. For many years, sales reps have relied on their instincts and dedication to close sales, spending hours researching new...
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The State of Partner Profitability
Recently, I represented MarketStar in a Partner Path webinar in which we examined the solution provider’s prospective as it relates to profitability from their relationships with vendors. Our...
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Internet of Things – A Glimpse at the Market
Editor’s note: click here for Part 1, or here for Part 2. As expected, the Internet of Things (IoT) was a hot topic at this year’s CES. From wearables, to connected homes, to connected cars; the focus...
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International expansion: the future of Latin America
As I wrap up this series on International Sales, I wanted to touch on the future of Latin America and why to consider expanding internationally. As per the chart below, B2C e-commerce sales figures in...
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Exclusively for AV Integrators: the Secret to Winning Bids Over IT VARs
Now that AV solutions are the responsibility of the IT buying team, you’re likely competing against more IT VARs on RFPs and new business than ever before. Evolving your value proposition and...
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How to execute your international sales strategy
Sales, sales, sales. Sales are the core of any product line and ultimately determine a company’s success. Growing sales means expanding your influence. As I’ve discussed in my previous posts, making...
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3 strategies for targeting international sales
As we continue our series on international sales, I want to dive a little deeper into the concepts we discussed in the first post. I outlined three key considerations for expanding your sales team to...
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The Metrics Bridge: how are you measuring sales team performance?
The Golden Gate Bridge in San Francisco is both a well-known landmark and a display of prowess in modern engineering. Roughly 39 million vehicles successfully cross this bridge each year. Sales...
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Making the Leap: Tips on expanding your international market
I’ve worked in international sales for many years, and wanted to share my learnings with those looking to expand their brand presence outside of the United States. This series will do just that. To...
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Does The World Cup Generate World Record Sales in the US?
If you have been living in a cave secluded from the modern world, or decided to pursue the “Facebook Challenge” and rid yourself of any technology for 99 days, you may have missed out on the...
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4 Global Insights on Corporate Storytelling
How can brands make their mark in the tidal wave of social media and omnipresent mobile devices? From the campfire tales of caveman days to shareable tweets of 2014, one constant remains: We’re all...
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The Customer is King Infographic
In the case of retail, the customer is king. With today’s digital and social outlets, customers influence, motivate, and sway other customers based on personal experience and opinion more than ever...
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Brick-and-Mortar Still Matters, If You Care About Sales Anyway
The current conversation in the consumer electronics retail space centers on various complex topics, including: showrooming vs. reverse showrooming (also see PWC’s insightful survey of online shopper...
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