Many brass engravers businesses rely on third-party vendors for equipment, supplies and other products. So, many B2B companies build their strategic plans around sales to brass engravers businesses.
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With perseverance and strategy in your corner, it's possible to penetrate the market and receive an acceptable return for your efforts.
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Bottom line success begins with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to brass engravers businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack a team-based track record will ultimately hamper your sales efforts, no matter how good they look on paper.
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 brass engravers business owners, these companies blanket the market with high-priced marketing content in hopes of gaining quick momentum with buyers.
Marketing is useful and necessary. But new businesses should focus their marketing budgets on 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.
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 brass engravers businesses.
Ready to learn more? You may find these additional resources to be of interest.
If you currently own a brass engravers business, you are in the wrong spot. These resources will come in handy:
If you want to start a brass engravers business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.