Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
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A strong value proposition and a great strategy are requirements for companies who sell to annuities businesses. Despite the presence of market barriers, emerging companies can gain traction by applying a handful of tried and true sales principles.
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Your sales force is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team isn't prepared for the job at hand.
Most annuities businesses appreciate the value of sales professionals who are conversant in the industry and knowledgeable about their product lines. When a customer has a problem with an order, they typically reach out to their sales contact so it's imperative for your team to be trained in the processes that are required to maintain the customer relationship after they have closed the sale.
Since sales and marketing are connected business activities, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.
Although there are no one-size-fits-all marketing strategies for annuities businesses, B2B sellers can almost always benefit from outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of annuities businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.
Collaborative work processes are key features of companies that succeed in selling to annuities 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.
Ready to learn more? You may find these additional resources to be of interest.
If you currently own an annuities business, you are in the wrong spot. These resources will come in handy:
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