Good sales teams combine personal motivation with a set of tools that equips them to meet the challenges of sales cycles that target air duct cleaning businesses. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.

Casting a Broad Net

The first step in selling to air duct cleaning businesses is to take a broad approach to the marketplace. Strategies that limited to the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.

Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.

Collaborative Strategies

Collaborative work processes are key features of companies that succeed in selling to air duct cleaning businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.

In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on meeting new people 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 air duct cleaning businesses.

Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.