How to Sell to Niche Markets
Selling to Executive Training Consultants
As the dust clears, executive training consultants are timidly rebounding from the Great Recession and are positioned for investment. The challenging part is designing a sales plan that captures the attention of high value prospects.
Initiative and perseverance are excellent personality traits for sales professionals. But selling to executive training consultants requires more than a desire to succeed.
Your approach will vary according to your circumstances and your company's unique business model. But overall, there are several things you will need to consider when devising a system for selling to executive training consultants.
Customer Profiles
Emerging sellers in the executive training consultant market are advised to profile key sales targets before they invest in a specific sales strategy. A little industry knowledge can go a long way toward giving your sales unit the edge it needs to convert high value executive training consultant leads.
In this industry, it is especially important for sellers to adopt a customer-centered sales philosophy. In general, executive training consultants are very skilled at spotting B2B companies that are out of touch with the industry and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Why Should a Prospect Buy From You?
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to executive training consultants because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Marketing Mix
Since sales and marketing are connected business activities, 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 executive training consultants, 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 executive training consultants. For many businesses, these lists establish a framework for the rest of the sales cycle.
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