In today's economy, bed and breakfasts are looking for quality and affordability.
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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 bed and breakfasts are plentiful, but the challenge is to acquire and retain new accounts.
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Cost Analysis of Your Selling Tactics
Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might seem logical to increase the size of your sales force to expand your base of bed and breakfast customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
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.
Despite the fact that there are multiple way to market to bed and breakfasts, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of bed and breakfasts. For many businesses, these lists establish a framework for the rest of the sales cycle.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. But, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that bed and breakfast owners value teamwork and may react negatively to sales reps who seem overly disconnected from their sales unit.
Given your interest in selling and in bed and breakfasts, you might find these additional resources to be of interest.
If you currently own a bed and breakfast, you are in the wrong spot. These resources will come in handy:
If you are looking for advice on selling to a different company type, peruse our alphabetical list sales guides below.