B2B Selling Advice
Selling to Industrial Research Businesses
Many industrial research businesses present possibilities for emerging companies to earn profits. This article teaches you what it takes to conquer selling challenges in the industrial research business market and dominate the competition.
In recent years, industrial research businesses have become high value targets in the B2B sector.
Businesses that sell to industrial research businesses have to be prepared to communicate their product strengths to customers who are savvy about marketplace realities. Here are some of the other things you'll need to sell products to industrial research businesses.
Sales Team Considerations
Most of the businesses that sell to industrial research businesses take a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for solo sales in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
Sales Strategy Tips
Effective industrial research business sales strategies focus on selling fundamentals and ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be prioritized.
Also, it's important to avoid a silo approach to industrial research business sales. Companies that isolate their sales units fall behind in the marketplace, especially when they face companies that encourage dialogue and collaboration between sales, marketing and other units.
Sales & Marketing Tips
Some B2B industrial research business suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that considers the many ways industrial research business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
Top B2B sales teams recognize the importance of reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying industrial research business leads, it will be difficult to capture a meaningful share of the market.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable industrial research business lead lists to B2B sellers.
Share this article
Additional Resources for Entrepreneurs