Sales Advice By Market
Selling to African American Goods Businesses
Leading African American goods businesses recognize that every dollar counts. For businesses that market to African American goods businesses, the focused selling strategies discussed in this article can be important for breaking into the industry.
In today's economy, African American goods businesses are looking for quality and affordability.
Many African American goods businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to African American goods businesses, the consistent application of sound business principles is just as important as your relationships with your customers.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases your credibility with African American goods businesses.
But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
How to Generate Solid Leads
There aren't any standard rules for generating solid sales leads. However, leading sellers typically adopt a systematic approach inlead generation. When possible, businesses that sell to African American goods businesses should take steps to automate the lead generation process CRM and other techniques.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for African American goods business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.
How to Evaluate Sales Staff
Frequent employee evaluations are a must 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 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 African American goods businesses.
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