Sales Advice By Market
Selling to Air Show Businesses
For many firms, selling to air show businesses enables achieving revenue goals. If you're tired of lackluster sales results, maybe it's time to start selling to air show businesses.
There are no one-size-fits-all strategies for selling to air show businesses. The foundation for success is the same as it is in many other industries.
In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. Fortunately air show businesses are plentiful, but the challenge is to acquire and retain new accounts.
Industry Developments
Inevitably, air show businesses are constantly adapting to the marketplace. Companies that sell to air show businesses must also adapt to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a significant disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
Collaborative Strategies
Collaborative work processes are key features of companies that succeed in selling to air show businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the spark that is needed to take your company to the next level.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for air show businesses.
Lead lists are advantageous because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Share this article
Additional Resources for Entrepreneurs