Capitalizing on Niche Markets
Selling to Print Brokers Businesses
The territory of print brokers businesses is fertile soil for B2B sales. Don't forget that print brokers businesses aren't easy sales marks -- here's what you'll need to close sales in this niche market.
Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
With perseverance and strategy in your corner, it's possible to penetrate the market and receive an acceptable return for your efforts.
Sales Team Considerations
Most of the businesses that sell to print brokers businesses take a team sales approach.
Although your team may be comprised of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
Sales Strategy Tips
Effective print brokers business sales strategies are concerned about both sales techniques and ROI. Some sales techniques are more capable than others and the ones that maximize ROI need to be pushed to the top of the list.
Also, it's important to avoid a silo approach to print brokers business sales. Companies that strictly segment their sales units fall behind in the marketplace, especially when they are pitted against companies that encourage collaborative processes between sales, marketing and other units.
Focused Messaging
Effective lead generation processes are vital for firms that sell to print brokers businesses. Sales teams should be trained in sales and prospecting techniques, even if assistants handle most of the qualification activities. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the burden associated with gathering prospect contact information.
But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Don't forget that print brokers businesses are educated buyers who are skilled in identifying empty promises. To get their attention, you'll need to create highly focused sales messages that leverages your product's differentiated features.
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