Sales Techniques By Market
Selling to Freight Express and Transfer Services Businesses
As the clouds dissipate, freight express and transfer services businesses are gradually bouncing back from the Great Recession and are starting to reinvest. For businesses that market to freight express and transfer services businesses, the focused selling strategies discussed in this article can be important for breaking into the industry.
No one gets a free lunch in B2B sales. To succeed in this environment, you need great ideas and perfect execution.
Most freight express and transfer services businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to freight express and transfer services businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Tips for Selling to Freight Express & Transfer Services Businesses
Businesses that sell to freight express and transfer services businesses rely on accurate information about their prospects, their products and their competition.
Successful sales strategies emphasize data collection routines and are adept at using that information as a tool for converting prospects to satisfied customers.
Direct Marketing Strategies
Direct marketing is an effective way to sell to freight express and transfer services businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales cycle perspective, direct marketing establishes a foundation for relationships with freight express and transfer services businesses that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since reliable leads can be hard to find, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of freight express and transfer services businesses that produce high conversion rates.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to field sub-par sales reps.
Companies that sell to freight express and transfer services businesses should narrow their search to highly ambitious and focused candidates. At the same time, you need to make sure your sales hires are team players. 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.
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