B2B Selling Advice
Selling to Insulated Wire and Cable Businesses
If your company is struggling to hit sales goals, put your phone on hold and take a look at our advice on selling to insulated wire and cable businesses. Don't forget that insulated wire and cable businesses aren't easy sales marks -- here's what you'll need to convert prospects into customers.
Despite robust demand for products sold to insulated wire and cable businesses, penetrating the market can be daunting.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately insulated wire and cable businesses are plentiful, but the challenge is to acquire and retain new accounts.
Review Mechanisms
It's also important to regularly assess your personnel and overall selling strategy. Internal review processes should be based on quantifiable data as well as direct input from insulated wire and cable businesses themselves.
If necessary, don't hesitate to adjust your strategy or personnel mix to accommodate changes in the marketplace.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with insulated wire and cable business owners, these companies unleash an avalanche of high-priced marketing content in hopes of scoring fast conversions from 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.
Educate Your Sales Force
In the real world, most insulated wire and cable businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, a unique value proposition can be the deciding factor between a close and your prospect going with a competitor's product. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to insulated wire and cable businesses, your sales force has to be educated in service features and be prepared to resolve customer concerns during the sales cycle.
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