Sales Techniques By Market
Selling to Feathers and Feather Goods Businesses
The difficulty with selling to feathers and feather goods businesses is that the wrong sales strategies can threaten your entire plan for success. The challenging part is crafting a selling strategy that captures the attention of high value prospects.
Not surprisingly, feathers and feather goods businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
More often than not, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the feathers and feather goods business industry where careless mistakes can translate into losses in market share.
Marketing to Feathers & Feather Goods Businesses
Marketing strategies for feathers and feather goods businesses are in a state of constant flux. Businesses that sell in this market have to be diligent about matching their approach to the latest marketing channels and technologies. Although they aren't a magic bullet, online marketing channels such as social media sites and email campaigns are becoming more widespread.
In order to feed new feathers and feather goods business leads to your sales team, you will need to identify a process for generating high quality leads. One of the ways to simplify lead generation is to obtain updated lead lists. Vendors like Experian Business Services provide reasonably priced lead lists that can be sorted and filtered to your precise specifications.
How to Evaluate Sales Staff
Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be acceptable 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 feathers and feather goods businesses.
Industry Experience
In feathers and feather goods business sales, industry experience is a huge plus. Although it isn't necessary to be a twenty year industry veteran, it helps to speak the industry language and to understand the pressure points of a typical feathers and feather goods business.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, feathers and feather goods businesses may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
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