Sales Techniques By Market
Selling to Food Processing Businesses
Leading food processing businesses recognize that every dollar counts. If you're tired of underdelivering on your sales numbers, maybe it's time to start selling to food processing businesses.
There are no universal approaches for selling to food processing businesses. The basis for success is the same as it is in many other industries.
If selling to food processing businesses is your primary revenue stream, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.
Role of Owners & Managers
Owners and managers are active players in selling to food processing 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 can build relationships with the people you count on to close sales.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases the amount of influence you have with food processing businesses.
But more importantly, a strategy that emphasizes networking as a core sales activity inevitably drives more leads and referrals into your company. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with food processing business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
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