Sales Strategies
Selling to Video Tapes, Discs, and DVDs Wholesale and Manufacturers Businesses
The word is out that many video tapes, discs, and DVDs wholesale and manufacturers businesses are experiencing growth trends, and small businesses are striking while the iron's hot. With these useful selling tips, you can improve your sales model and improve your results when selling to video tapes, discs, and DVDs wholesale and manufacturers businesses.
Penetrating the world of video tapes, discs, and DVDs wholesale and manufacturers businesses can require complex sales and marketing strategies.
Many video tapes, discs, and DVDs wholesale and manufacturers businesses expect high levels of service from the companies they do business with. But service alone won't close the deal. For B2B companies that sell to video tapes, discs, and DVDs wholesale and manufacturers businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can enhances the value of prospecting and conversion ratios. However, it's important to make sure your sales force isn't so focused on adding names to their contact list that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, quality is just as important as quantity when prospecting for video tapes, discs, and DVDs wholesale and manufacturers businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
How to Evaluate Sales Staff
Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share hire quality candidates 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 video tapes, discs, and DVDs wholesale and manufacturers businesses.
CRM Software
CRM (Customer Relationship Management) technology is highly familiar to most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. For those who do not have a good lead management system, you're missing out on a valuable selling resource. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B video tapes, discs, and DVDs wholesale and manufacturers business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
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