Niche Customer Sales Tactics
Selling to Wood Chipping Businesses
These days, change is the only constant for wood chipping businesses. Here's how to sell to wood chipping businesses in the current business climate.
Many wood chipping businesses rely on third-party vendors for equipment, supplies and other products. As such, many B2B companies build their business plans around sales to wood chipping businesses.
In today's fast-paced B2B economy, initiative and strategy are two things that never go out of style � especially for companies that sell to wood chipping businesses.
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 be acceptable 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 increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to wood chipping businesses.
Casting a Broad Net
The first step in selling to wood chipping businesses is to take a broad approach to the marketplace. Strategies that focus exclusively on 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 expand your territory to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with wood chipping business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should funnel their resources toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can equip your sales force with targeted prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
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