Sales Advice By Market
Selling to Advertising and Design Agencies
If your business is having trouble reaching sales targets, stop everything and review our tips on selling to advertising and design agencies. If your offerings appeal to this market, it's time to learn how to sell to advertising and design agencies in the new economy.
B2B sales can be challenging. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.
The details of your sales strategy will vary according to your situation and your company's unique sales objectives. But overall, there are several things you will need to consider when devising a system for selling to advertising and design agencies.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to advertising and design agencies.
Hiring Staff
Your sales force is your most important sales asset. A first-rate sales strategy is ineffective if your sales team is unable to do their jobs effectively.
Most advertising and design agencies appreciate the value of sales professionals who are informed and prepared. When a customer has a problem with an order, they typically reach out to their sales contact so it's imperative for your team to be trained in service as well as sales routines.
How to Find Advertising and Design Agency Leads
Leads are the foundation of successful selling. The first step in lead generation is to evaluate the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of advertising and design agencies you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.
But the most dependable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward advertising and design agencies.
Share this article
Additional Resources for Entrepreneurs