Although there is a strong market for products geared toward bar coding services, breaking into the market can be daunting.
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For small businesses that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
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Know Your Products
In reality, most bar coding services aren't interested in undifferentiated, non-specific product and service offerings. Before they make a purchasing decision, they want to know everything there is to know about your product.
In this industry, a unique value proposition can be the deciding factor between a close and your prospect going with a competitor's product. It's crucial for your sales team to be knowledgeable and informed. If you're selling a service to bar coding services, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.
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 boosting sales and employee morale. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to bar coding services.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with bar coding service owners, these companies unleash an avalanche of high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can equip your sales force with targeted prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Given your interest in selling and in bar coding services, you might find these additional resources to be of interest.
If you currently own a bar coding service, you are in the wrong spot. Try these useful resources:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.