B2B Selling Advice
Selling to Internet Products and Services Businesses
The problem with selling to internet products and services businesses is that the wrong sales strategies can threaten your entire plan for success. For business sellers prepared to compete, internet products and services businesses offer a dependable channel for sales and revenues .
Most internet products and services businesses have experienced slow, but steady growth.
More often than not, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the internet products and services business industry where simple blunders can translate into losses in market share.
Know the Competition
Companies who sell to internet products and services businesses face a fiercely competitive sales environment.
Like it or not, there are many other businesses that sell similar product lines. Subsequently, internet products and services businesses are regularly targeted for prospecting and tend to be very knowledgeable about their buying options.
By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, discussions with internet products and services businesses themselves may be the best source of information.
High Impact Strategies
High impact sales strategies leverage cost efficiencies to deliver higher profit margins. In many cases, these strategies revolve around the more efficient utilization of resources that already exist in your organization.
By coordinating your business' sales and marketing strategy with resources such as your company website, social media presence and PR initiatives, you can dramatically increase the ROI of the resources you use to sell to internet products and services businesses.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities and conversion ratios. However, it's important to make sure your sales force isn't so focused on meeting new people that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for internet products and services businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
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