Sales Advice By Market
Selling to Animal Rights and Welfare Organizations
Most animal rights and welfare organizations have lean financials and demanding schedules. Here is the information that will help you get started selling to this market.
Many animal rights and welfare organizations rely on third-party vendors for equipment, supplies and other products. So, many B2B companies build their business plans around sales to animal rights and welfare organizations.
Good sales teams combine personal motivation with a set of tools that equips them to meet the challenges of sales cycles that target animal rights and welfare organizations. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.
Focused Messaging
Reliable lead generation systems are vital for firms that sell to animal rights and welfare organizations. Sales teams should be trained in sound lead generation and prospect qualification principles. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the burden associated with gathering prospect contact information.
But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Keep in mind that animal rights and welfare organizations are educated buyers who are skilled in identifying empty promises. To get their attention, you'll need to create highly focused sales messages that highlight your products' main selling points.
Aggressive Recruiting
Bottom line success begins with aggressive recruiting tactics. Your company can't afford to field sub-par sales reps.
Companies that sell to animal rights and welfare organizations should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack a team work ethic will ultimately hamper your sales efforts, no matter how good they look on paper.
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 suffice 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 animal rights and welfare organizations.
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