Winning With Niche Market Sales
Selling to Tinning Businesses
The problem with selling to tinning businesses is that misguided efforts can threaten your entire plan for success. If you're tired of sitting on the sidelines, maybe it's time to start selling to tinning businesses.
There are no one-size-fits-all strategies for selling to tinning businesses. The basis for success is the same as it is in many other industries.
A strong value proposition and a great strategy are requirements for companies who sell to tinning businesses. Despite the presence of market barriers, emerging companies can gain traction by applying a handful of proven sales principles.
Create a Plan
There is nothing random about effective tinning business sales. The industry is filled with seasoned veterans who know their way around the marketplace.
Subsequently, best of breed B2B sellers know better than to leave anything to chance. Before they launch major sales initiatives, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and other key elements. Although you might be able to get away with a skeletal strategy in some industries, the tinning business industry will eat you alive unless you go into it with a carefully crafted blueprint.
How to Find Tinning Business Leads
Leads drive sales cycles. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of tinning businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most accurate source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing precise, targeted lead lists that can be used for direct mail and other marketing efforts directed toward tinning 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 tinning businesses.
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