Transcript
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Welcome back to be tob growth.
I'm logan miles with sweet fish media.
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Today I'm joined by Sam Newie.
He's the head of revenue and growth at
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market star. Sam, welcome to
the show. How's it going today,
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sir? Thanks, Logan. Doing
well. How are you? I am
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doing fantastic. It's starting to turn
warm here in Colorado, but it's it's
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just that time of year where we
have a sixty five degree day and then
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we get four inches of snow the
next so fingers crossed, we'll see where
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we're at by the end of the
day and by the time people are listening
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to this. But on all I'm
doing well. Sam. We're going to
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be talking about some of the myths
around sales outsourcing as well as some keys
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for companies to leverage outsourcing their sales
development function in the rebound from covid nineteen,
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if, whenever that is, whatever
the next several months look like.
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Before we jump into that conversation,
though, Sam, can you tell us
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a little bit of background on yourself
and what you in the market star team
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or up to these days? Or
so from myself, I've been in the
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tech sector for more than twenty years, probably two thousand and twenty five years.
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The majority that has been in outsourcing
in one form or another. I
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have been in outsourced testing and but
really for the last seventeen years I've been
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in outsourced sales and marketing with markets
star. So market stars, thirty two
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year old company, globally executing sales
and marketing initiatives on behalf of our clients
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and B Tob Space. We are
a full service vendor. We provide the
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insightful and proven practices to really accelerate
our clients sales and marketing initiatives. Our
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products include everything from demand generation to
account management to new sales acquisition, channel
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management, sales engineering, etc.
We're based headquartered in Utahs or, whether
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it's similar to yours, in Colorado. I've also got office as in Dublin,
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Mexico City and all regions throughout the
world. Awesome. I love is
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sham so fingers crossed for sunshine for
you over the next week as well well.
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Let's dive into the conversation today.
There are really four myths around sales
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outsourcing that you guys talk a lot
about, and especially in the context of
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amidst the pandemic. Now looking forward
to hopefully when we're on the other side
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of that. I think anybody saying
when that's going to be is taking a
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shot in the dark. But we
do need to deal with the current situation
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and also look forward, and so
excited to chat a little bit about some
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of these myths and some of the
keys to actually outsourcing your sales development,
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your sales processes. The first one
that you guys hear a lot is that
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people say it always costs more to
outsource than to build my sales team in
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house. Give us a little perspective
from all of the companies that you guys
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work with in the years of experience. Why is this not always true and
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what are some things that that leader
should be thinking about saying? It's a
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great questions, one be run into
often, but particularly now as we start
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to see glimpses of what could be
an end to this new situation that we
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all find ourselves and we all know
that as we emerge from it will be,
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you know, totally different world,
and so clients and customers and companies
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out there will be looking for ways
at how they might trim costs. When
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you look at outsourcing is as an
option, you immediately think, well,
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it's cost too much. Outsourcing takes
in more than just salary. Of course,
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when when our clients look at these
costs, we encourage them to look
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their fully burden cost. It takes
him more than salary. It's cost like
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T and B. It's recruiting costs, training, higher and cost, infrastructure,
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overhead and, inevitably, the cost
of attrition, cost of a backfill
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or, unfortunately, like we're seeing
with a lot of companies today, the
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cost of severance incurred during an economic
down term or changing strategy. Those types
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of cost or people are things that
are clients filling often anticipates. When you
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stack all those things together on a
sudden, outsourcing becomes a much more violent
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able option. To consider all those
challenges and cost implications can be solved by
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outsourcing your sales, your marketing functions
to a provider like market store. We
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typically hire a faster we typically hire, I don't want to say cheaper,
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but more efficiently than our clients.
And the beauty of outsourcing this you can
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scale up or down as you need
to and in a very short amount of
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time, with typically no lingering cost
implications of that scale. I have good
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friends in the tech sector right now
whose companies have been profoundly impacted by this
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covid nineteen pandemic and as a result
they're havinging the layoff hundreds of good people
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and cells, Reps, marketing functions, all kinds of things, because the
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business is suffered. There is a
heavy emotional toll, there's a heavy financial
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toll in doing that. Things like
outsourcing eases that burden and eliminates those kind
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of long term implications. So when
companies brace for the rebound, we have
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the ability to provide different financial vehicles
for them going forward. In this new
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world, companies might consider leveraging and
outsource partner through OPECTS, finding or contra
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funds instead of Kappex. We provide
the facilities, the infrastructure that would otherwise
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be necessary for an organization to fun. We can also bridge the gaps or
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provide the entire text act necessary for
a sales team or marketing team or channel
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team to operate in this new world
that we all find ourselves in. Yeah,
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absolutely, and a new world and
new normal. I keep hearing in
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conversations both here on the podcast and
offline. You know, Sam, you
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did a great job of talking about
some of the hidden lingering costs that aren't
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there when you outsource. One of
the other common myths you've mentioned to me
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before offline was that larger companies,
fortune five hundred and others often believe that
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they've got no need to outsource their
sales process, that it doesn't make sense
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once you get to a larger size. It only is efficient, effective and
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make sense really when you're at the
smaller, earlier stages of company growth.
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You guys have kind of seen the
opposite of this. Tell us a little
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bit about the realities you see here, Sam. Yeah, though, really
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the type of clients we work with
our major clients today. We also work
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with a lot of emerging technologies,
but there are a few key benefits that
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every company can recognize when the reaching
of markets are another sales as a service
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provider. Speed to market is one
that our clients constantly call out as benefit
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of working with us. Our ability
to source ready higher and deploy a fully
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functional team is something that we do
far faster than our clients are typically able
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to. Skill ability is second,
whether it's scaling for a new strategic initiative,
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a new market segment, a new
geographic segment. Maybe a client is
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going from North America to Europe or
to Latin America. We have the ability
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to take those best practices, export
them and localize them in a very scalable
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and efficient way. But the other
primary thing really is focus. When you
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have a strategic partner who is able
to deploy a team that the soul focus
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is selling your brand, executing on
a change in strategy or a capitalizing on
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a new opportunities that comes to a
client, it empowers your other business units
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to focus on what they really do
best. As we continue to realize the
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impact of this virus, that the
impacts that it will have on a global
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basis, many large and emerging companies
can benefit by outsourcing their inside sales or
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their channel management processes. Or outsourcing
can provide an option for companies to reduce
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their infrastructure and their management cost while
deploying the highly while deploying high performing talent
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quickly and predictably. Quickly and predictably, those are two things that are just
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music to any leaders ears right now. Sam another thing you know, we
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talked about cost. We talked about
depending on the size of the organization.
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Does it make sense, and you
make a really good point there, that
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it depends on a number of different
pieces of context. Another part of this
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conversation that comes up a lot is
the idea of risk. That especially for
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larger organizations, but really for anyone. I'm sure you guys hear this objection
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a lot, that there's too much
risk in outsourcing my inside sales teams,
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for instance. Sam, tell us
a little bit about how you guys see
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that and help customers realize where the
real risk is and how they should evaluate
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it when deciding to outsource or keep
in house their inside sales teams? Yeah,
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there are a couple of consistent objections. Are concerns that we hear from
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clients when we're talking about engagements like
this. Number one is often that they
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worry about their brand representation, not
only that they're represented in the right way,
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of their partner says the right things, follows the right processes, etc.
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The other primary concern that we hear
from people is that they're caught their
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products, their services, their solution
is too complex to outsource to a third
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party like a market star. After
more than thirty years we've worked with very
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complex technologies, complex virtualization, five
nine availability, hardware and it is centers.
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Those types of things we always strive
to exceed our clients expectations. Our
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role really is to preserve our clients
brand integrity as an extension of their team.
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Markets are provides dedicated sales seems for
companies that really change the world,
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and by doing so, we enable
those brands a focus on their products,
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their road maps and their strategic goals
to shape the future of the B tob
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customer experience when companies build their sales
teams in house says to all risks associated
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with the cost performance everything. Outsourcing
your inside sales processes allows you to move
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some of your risk onto a strategic
partner who's oftentimes whose revenue is associated with
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their performance. For you, sales
is a service. Companies like markets are
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not only operate on performance based contracts, but also provide clients with value added
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and transparent reporting on key performance indicators
and metrics that really show our and track
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the progress against your company's goals.
So, Saam, you mentioned your experience
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at Market Star and one of the
concerns that I know a lot of people
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have with outsourcing their sales development is
that you know sales is a service or
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outside sales development agencies don't bring thought
leadership to the table. Can you speak
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to where you guys have been able
to help some customers there and what company
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should be thinking about and evaluating and
outsource sales provider as they're having those conversations
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and at thinking about this aspect of
thanks. I tell my clients that we're
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not just an execution house. There
a lot of clients, when they consider
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outsourcing their used to outsourcing customer service
or technical support, those types of very
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cann repeatable, scripted processes. When
you're looking at outsourcing your sales or your
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channel management or any of your marketing
functions, these are functions that require a
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partner who is really a strategic partner, somebody that can think on their feet,
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somebody that can iterate and riff and
vibe with our clients as they evolve
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and provide value out of the feedback. As if I mentioned, for thirty
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years we've done nothing but outsourced sales. In most cases, thirty years means
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we've been in a business longer than
most of the clients we work with or
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many of the clients would work with. As a result, we've got a
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lot of experience. We know the
pitfalls they're facing in both an emerging company
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category and an established company. We
know how to help them navigate those pitfalls,
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from the people we hire, the
technologies we implement to enable our teams
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to the advanced analytics that we have. Market Stars Processes, systems and tools
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are really designed to maximize our clients
Uri and continue to deliver exceptional results.
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Not Everything we touches gold, of
course, but our clients get to leverage
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our knowledge gave across multiple industries,
multiple geographies, multiple sectors. Sales as
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the service companies, like markets are, incorporate deep and proven sales methodology to
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develop customized programs to drive results for
our clients. That can be long term
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strategic programs, that can be short
term tactical programs, and there may even
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be occasion when our recommendations may seem
unconventional, but our thoughtful approach is really
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based on our evolving best practices.
A good sales of service company will view
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each client as a trusted partner and
should regularly provide feedback and analysis and not
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only optimizes the outsource portion of the
sales process, but really accelerates improvements at
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every step of the sales funnel.
Absolutely, I look what you said.
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They're about gaining from that collective knowledge
across industries. You obviously want to look
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at Best Practices Trans within your niche, in your industry, but at times,
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whether that's your sales development process or
any part of your business, it
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does benefit you usually to gain some
outside some broader perspective, as well as
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that very narrow, focused, in
depth expertise that you have within your own
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four walls as well. Let's Sam. This has been a great conversation.
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I think you've given listeners a lot
of things to think about. If any
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of them have some follow up questions
for you, would like to stay connected
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with you or the team at market
star with's the best way for them to
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reach out or stay connected with you? Guys. Great question to you can
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reach out the market starcom. My
email address directly is s Nui. That's
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s since Sam and as a November
e we why market starcom? Or you
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can catch me on Linkedin at Linkedincom, forward, slash in or send new
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I love it. Sam. Thank
you so much for joining me on the
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show today. Thanks so much.
A Little Bit appreciative. I hate it
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when podcasts incessantly ask their listeners for
reviews, but I get why they do
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it, because reviews are enormously helpful
when you're trying to grow a podcast audience.
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So here's what we decided to do. If you leave a review for
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me to be growth and apple podcasts
and email me a screenshot of the review
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to James at Sweet Fish Mediacom,
I'll send you a signed copy of my
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new book, content based networking,
how to instantly connect with anyone you want
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to know. We get a review, you get a free book. We
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both win.