How to Sell to Niche Markets
Selling to Environmental Services Businesses
To be sure, environmental services businesses are major players in a growth industry -- and that presents an opportunity to sellers who have aggressive revenue targets. If you're tired of underdelivering on your sales numbers, maybe it's time to start selling to environmental services businesses.
The world is an uncertain place for emerging businesses and businesses are constantly adapting their sales approaches to respond to market demands.
Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the environmental services business industry where careless mistakes can translate into losses in market share.
Role of Owners & Managers
Owners and managers are active players in selling to environmental services businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.
Aggressive Recruiting
Successful conversion rates begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to environmental services businesses should be looking for energetic sales professionals with a self-directed work background. At the same time, you need to make sure your sales hires are capable of operating as part of a team. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Marketing Mix
Since marketing and sales go hand in hand, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.
Despite the fact that there are multiple way to market to environmental services businesses, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of environmental services businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.
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