December 8, 2019  
 
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Selling to Niche Markets

 

Selling to Airline Support Services

As the market recovers, airline support services are gradually bouncing back from the Great Recession and are starting to reinvest. Here are some of the things that are required to sell to airline support services in today's marketplace.

Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.
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In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately airline support services can be found throughout the nation, but the challenge is to acquire and retain new accounts.

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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 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 airline support services.

Sales Strategy Tips

Effective airline support service sales strategies are concerned about both sales techniques and ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be prioritized.

Also, it's important to avoid a silo approach to airline support service sales. Companies that create firewalls around their sales units fall behind in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.

Avoid Ambiguous or Confusing Sales Messages

Messaging is a fundamental component of sales. Unfocused messaging dilutes the sales cycle and makes it difficult for prospective customers to discern the value of your products.

Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a single, unified strategy.

The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of airline support services that can be tailored to meet geographic and demographic criteria.

More Info on Selling

Given your interest in selling and in airline support services, you might find these additional resources to be of interest.

Cold Call Selling

Mailing Lists for Airline Support Services

Leads Versus Prospects


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It's tough to cover everything there is to know about selling to airline support services in a single article. If you have any additional comments or questions, please let us know what's on your mind!


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