B2B Selling Advice
Selling to Incentive Travel Businesses
For many firms, selling to incentive travel businesses is key for profitable company growth. We'll tell you what you need to do to conquer selling hurdles in the incentive travel business market and outperform the competition.
Over the past several years, incentive travel businesses have experienced moderate growth rates compared to other businesses.
The process of moving incentive travel businesses from prospects to satisfied customers isn't random. It takes proactive action from owners and managers to create a strategy that connects your products to your customer base.
Gaining Traction in the Marketplace
Every B2B business their product line will go viral throughout the industry. But viral marketing strategies are a far cry from money in the bank.
To succeed with incentive travel businesses, you'll want to apply a diverse mix of marketing strategies that funnel key messaging through multiple channels.
Many sellers purchase lead lists from recognized list providers. When it's time to shop for a lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of incentive travel business contacts.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that incentive travel business owners are often sensitive to team dynamics and may react negatively to sales reps who seem overly disconnected from their sales unit.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to incentive travel businesses 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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