Why the Vending Industry is Adapting Their Value Proposition During the Pandemic

As we slowly come out of the economic crisis that the pandemic has created, it will become increasingly important to emphasize your company’s value during your prospect calls. A value proposition explains how your breakroom offerings solve customers’ problems or improves their situations. Let’s face it, it’s not always easy to differentiate, but it is the most important first step toward an effective sales strategy.  

Differentiation is not just about price, either. Though we must be competitive, other factors, including variety in services and products, quality customer service and updated equipment also help your company differentiate itself. A solid value proposition demonstrates credibility and expertise while developing trust. Here are some tips on creating a more compelling statement to present with during your prospect phone outreach. 

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Adapting your Agency’s Value Proposition

Adapting your Agency’s Value Proposition

As we slowly come out of the economic crisis, it will become increasingly important to emphasize your agency’s value during your prospect calls. Decision–makers may be slow to switch their brokers today or next month, but insurance is one of those buying decisions that MUST be made. Come renewal time, they will either shop their policy and switch, or they will stick with what they have, which is still a buying decision.   

In the months to come, show your prospects why they need your expertise so that when the time is right, they think of you. Undoubtedly, this has always been important, but since priorities have shifted, such as getting staff in an effective work-from-home model, Producers must consider their value prop even more to get attention, while we are still knee-deep into this pandemic. MarketReach can help script a new value proposition and deliver it to your prospect list through skilled phone outreach.  (more…)

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How to Stay in Touch With Clients During the Pandemic

Article published in Vending Times on  by Amanda Puppo

In the early months of this pandemic, B2B sales became less of a priority for many convenience services operators, and it became difficult to figure out the right approach. For many businesses, breakroom service changes had been put on the backburner as other operational items had been prioritized.

But just because things have been tough does not mean that they will not get better. It is more important than ever to stay in touch with your customers that may have put spend on hold, or reduced, during this time.

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What B2B Sales Activity Will Look Like in 2022 and Beyond

What B2B Sales Activity Will Look Like in 2022 and Beyond

The last few years haven’t been easy for those working in the B2B sales industry due to many barriers, including working from home, the difficulty of meeting in person, and the obvious non-sales related priorities that have taken over the psyche of buyers.  At the beginning of the year, like any year, we were all optimistic about what 2021 would bring, but now we must figure out how to pick up the pieces that the pandemic has left behind.    (more…)

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What to Expect from Salespeople at This Time

What to Expect from Salespeople in the Vending Industry

As it has been for all, it’s been an especially tough few months in the breakroom service industry. Although some companies are seeing sales numbers return “back to normal”, that is not typical. The uncertainty of employees returning back to the office has challenged the industry and the services it provides. Sales numbers are usually a good indicator of success, but now that your salespeople most likely aren’t making as many sales, what should you expect from them? Perhaps you’ve furloughed some employees and have brought them back with your stimulus check (even though your usual workload has not returned). So, if they can’t perform their main role of selling, what expectations should you have for your salespeople? Here are some aspects to consider:   (more…)

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What to Expect from Producers at This Time

What to Expect from Producers at This Time

The past few months have been filled with ups and downs for producers. Although some firms are seeing sales numbers return “back to normal”, that is not the case for all companies. Sales numbers are usually a good indicator of success, but now that your producers most likely aren’t making as many new sales (though they may be better off for retention), what should you expect from them? Perhaps you’ve furloughed some employees and have brought them back with your stimulus check (even though your usual workload has not returned). So, if they can’t perform their main role of selling, what expectations should you have for your producers? Here are some aspects to consider:   (more…)

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How to Stay in Touch with Clients You Lost During the Pandemic

In the past few months, as businesses have closed their doors and began to work from home, and while spending on new services has become fewer and far between, most businesses have also seen a decrease in clientele. In the early months of this pandemic, B2B sales became less of a priority, and also difficult to figure out the right approach. For many, sales has been put on the backburner as other things, like transitioning to a new work environment, have been prioritized. Just because things have been tough, does not mean that they will not get better, however. It is more important than ever to stay in touch with your customers that may have put spend on hold during this time.  Here are some easy ways to stay in touch with clients that will make a big difference in the months to come:   (more…)

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What to Expect from Salespeople at This Time

What to Expect from Salespeople at This Time

The past few months have been filled with ups and downs for salespeople. Although some businesses are seeing sales numbers return “back to normal”, that is not the case for all companies. Sales numbers are usually a good indicator of success, but now that your salespeople most likely aren’t making as many sales, what should you expect from them? Perhaps you’ve furloughed some employees and have brought them back with your stimulus check (even though your usual workload has not returned). So, if they can’t perform their main role of selling, what expectations should you have for your salespeople? Here are some aspects to consider:   

(more…)

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The Paycheck Protection Program Loan was Extended – What This Means for Small Businesses

Within the last two months, we’ve heard a lot about the Paycheck Protection Program (PPP) loan, which was passed and signed into law at the end of April. The loan has helped countless small businesses stay afloat during these trying times by providing them with the funds to stay in business, promise job security and bring back their employees. But, despite all of these benefits, the loan has also come with a number of stipulations regarding how it can be used and when it needs to be used by. On Friday, June 5, the Paycheck Protection Program Flexibility Act, an extension for the usage of the loan, was passed by Congress. 

Let’s take a look at how small businesses were affected by this tight deadline, prior to the extension, why the loan was extended, and what this means for small businesses moving forward. 

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Innovate New Jersey book

Innovate New Jersey – MarketReach

MarketReach has recently been featured in InnovationsoftheWorld.com’s Innovate New Jersey published book! Here is our story below:

Telemarketing Done Properly Is Among The Only Marketing Methods To Incite Two-way Communication.

MarketReach tackles the important but time-consuming task of acquiring those coveted in-person or phone sales appointments to help grow their client’s business, faster! Additional integrated marketing techniques help support the entire sales pipeline by offering clients a leg-up to get in their prospect’s door through multi-channel marketing activities.

MarketReach team

It’s a new decade and yes, Cold Calling still works

The prospecting side of sales is a restless and evolving component of the total sales process. It could not possibly sit around and remain the same. Change in sales processes were inevitable, whether we liked it or not.

Modern-day buyers no longer have to rely solely on the information given from a salesperson since research is at their fingertips. Information on a company’s reputation or client reviews are just a click away. However, the transaction of the sale, particularly in B2B, is still often made between the vendor and buyer.

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