How to Increase Business Sales
Selling to Malls Businesses
Many malls businesses offer opportunities for emerging companies to earn profits. If your company has a history of sitting on the sidelines, maybe it's time to start selling to malls businesses.
Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
If selling to malls businesses is your core business, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.
Collaborative Strategies
Collaborative work processes are key features of companies that succeed in selling to malls businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy is worthy of cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might seem logical to increase the size of your sales force to expand your base of malls business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
Reaching Prospective Customers
Prospecting is the process of identifying potential customers and converting them to qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on adding names to their contact list 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, quality is just as important as quantity when prospecting for malls businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Share this article
Additional Resources for Entrepreneurs