B2B Selling Advice
Selling to Information Bureaus and Services Businesses
The landscape of information bureaus and services businesses is fertile soil for B2B sales. Properly applied, these strategies for selling to the information bureaus and services business market will dramatically improve sales.
Drive and diligence are admirable characteristics for sales professionals. But selling to information bureaus and services businesses requires more than a desire to succeed.
A strong value proposition and a great strategy are requirements for companies who sell to information bureaus and services businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
Role of Owners & Managers
Owners and managers should expect to be active participants in selling to information bureaus and services businesses. Front line visibility is essential for large accounts, but your sales team can benefit from on-the-job partnerships with the owner or sales manager.
By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.
Marketing, Promotions & PR
Ambitious B2B entrepreneurs are often tempted to buy their way into the market. Rather than taking the time to develop relationships with information bureaus and services business owners, these companies unleash an avalanche of high-priced marketing content in hopes of gaining quick momentum with buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Benefits of Networking
Networking enhances your sales capacity. In addition to raising your company's profile, it increases your credibility with information bureaus and services businesses.
But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
Share this article
Additional Resources for Entrepreneurs