Winning With Niche Market Sales
Selling to Theater Information Services Businesses
There's no question that theater information services businesses are major players in a growth industry -- and that presents an opportunity to vendors who have aggressive revenue targets. If you're tired of sitting on the sidelines, maybe it's time to start selling to theater information services businesses.
Penetrating the world of theater information services businesses can require complex sales and marketing strategies.
Businesses that sell to theater information services businesses have to be prepared to communicate their product strengths to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to gain visibility with theater information services businesses.
How to Evaluate Sales Staff
Periodic staff assessment is essential 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 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 theater information services businesses.
Know the Competition
Companies who sell to theater information services businesses face a fiercely competitive sales environment.
Although it may not seem like it, there are many other businesses that sell similar product lines. As a result, theater information services businesses are regularly targeted for prospecting and tend to be extremely savvy 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 theater information services businesses themselves may be the best source of information.
Focused Messaging
Effective lead generation processes are vital for firms that sell to theater information services businesses. Sales teams should be trained in sound lead generation and prospect qualification principles. 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 theater information services 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 emphasizes your product's strengths and value points.
Share this article
Additional Resources for Entrepreneurs