Sales Advice By Market
Selling to Antique Coin Dealerships
Without a doubt, antique coin dealerships are high value sales targets for businesses with an eye on growth. We'll tell you what you need to do to conquer selling hurdles in the antique coin dealership market and dominate the rest of the field.
Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.
Many antique coin dealerships expect to receive great service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to antique coin dealerships, the steady execution of business fundamentals is just as important as your relationships with your customers.
Sales & Marketing Tips
Some B2B antique coin dealership suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that addresses the diverse ways antique coin dealership owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
The best B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying antique coin dealership leads, you will have a hard time breaking into the market.
If your sales force is floundering in the area of lead generation, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable antique coin dealership lead lists to B2B sellers.
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 suffice 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 antique coin dealerships.
Casting a Broad Net
The first step in selling to antique coin dealerships is to cast a broad net. Strategies that are isolated to 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 increase your bandwidth to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
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