Mastering Niche Market Sales
Selling to Neurology Practices
No doubt about it, neurology practices are important sales prospects for B2B operations that are prepared for a an uphill selling battle. Here's the knowledge you need to boost sales to neurology practices around the country.
Penetrating the world of neurology practices can require complex sales and marketing strategies.
Companies that market to neurology practices 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 neurology practices.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to neurology practices should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack a team work ethic will ultimately hamper your sales efforts, no matter how good they look on paper.
Marketing to Neurology Practices
There are multiple methods for marketing your products to neurology practices. In addition to personal contacts, advertisements in relevant media combined with online marketing techniques can substantially boost conversions and revenue.
Many businesses find that direct marketing is also helpful in marketing to neurology practices because it is a non-threatening easy method for breaking the ice with new customers.
The first step in developing a direct marketing campaign is to obtain a lead list from an established third-party provider like Experian Business Services, a company with a reputation for quality and service. From there, you can customize your direct marketing approach toward your company's strengths and perceived needs in the marketplace.
How to Evaluate Sales Staff
Frequent employee evaluations are a must for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to neurology practices.
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