Capitalizing on Niche Markets
Selling to Publishers Businesses
For many entrepreneurs, selling to publishers businesses enables achieving revenue goals. Let us show you how to conquer selling obstacles in the publishers business market and dominate the competition.
New technologies and innovative sales techniques have value. But in a B2B sales environment, they may be less important than other critical resources.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the implementation of proven sales techniques more important than ever.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may suffice 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 publishers businesses.
Casting a Broad Net
The first step in selling to publishers businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.
Marketing to Publishers Businesses
Marketing strategies for publishers businesses are constantly evolving. Businesses that sell in this market have to be diligent about matching their approach to the latest marketing channels and technologies. Although they aren't a panacea, online marketing channels such as social media sites and email campaigns are rising to the fore.
In order to feed new publishers business leads to your sales team, you will need to develop dependable lead generation mechanisms. One of the ways to streamline lead generation is to obtain updated lead lists. Vendors like Experian Business Services provide reasonably priced lead lists that can be sorted and filtered to your precise specifications.
Share this article
Additional Resources for Entrepreneurs