Smart Sales Strategies for Niche Markets
Selling to Golf Tournament Planning and Booking Services
Businesses that market to golf tournament planning and booking services face internal and external barriers to success. We'll tell you how to conquer selling obstacles in the golf tournament planning and booking service market and dominate the rest of the field.
Not surprisingly, golf tournament planning and booking services are subject to normal business demands; they respond to businesses that offer solid, affordable products.
Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the golf tournament planning and booking service industry where small oversights can translate into losses in market share.
How to Evaluate Sales Staff
Frequent employee evaluations are a must for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough 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 golf tournament planning and booking services.
Sales & Marketing Tips
Some B2B golf tournament planning and booking service suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways golf tournament planning and booking service owners access information. Traditional channels like direct mail and telemarketing have value, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Leading B2B sales teams base their activities on reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying golf tournament planning and booking service leads, it will be difficult to capture a meaningful share of the market.
If your sales force is falling flat when it comes to leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable golf tournament planning and booking service lead lists to B2B sellers.
Aggressive Recruiting
Bottom line success begins with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to golf tournament planning and booking services 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.
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