B2B Selling Advice
Selling to Independent Researchers Businesses
It's clear that independent researchers businesses are important sales targets for business sellers that are prepared for a competitive marketplace. If your company has a history of underdelivering on your sales numbers, maybe it's time to start selling to independent researchers businesses.
B2B sales can be challenging. To succeed in this environment, you need great ideas and perfect execution.
The process of moving independent researchers 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.
Strategy and ROI
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to independent researchers businesses because in this industry, tight sales and marketing budgets are the norm, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Be Prepared for Tough Questions
In the real world, most independent researchers businesses aren't interested in middle of the road products. Before they make a purchasing decision, they want to know everything there is to know about your product.
In this industry, a unique value proposition can be the deciding factor in a sale. It's critical for your sales team to be knowledgeable about product specifications and support. If you're selling a service to independent researchers businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
How to Generate Solid Leads
There aren't any uniform rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to independent researchers businesses should take steps to automate the lead generation process through the use of technology and networking activities.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for independent researchers business lead lists. Experian is a reputable firm that is known for providing accurate lists that can be filtered according to your precise lead specifications.
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