A good sales strategy is money in the bank. So for businesses that sell to broken glass businesses, strategic sales planning is a prerequisite for success.
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If your sales strategies fall flat, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to deliver results.
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Cost Analysis of Your Selling Tactics
Every part of your sales strategy is worthy of 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 broken glass business customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
Since marketing and sales go hand in hand, 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 broken glass businesses, 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 broken glass businesses. 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. Even so, 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 broken glass business owners are often sensitive to team dynamics and may not respond to sales reps who seem overly disconnected from their sales unit.
Given your interest in selling and in broken glass businesses, you might find these additional resources to be of interest.
If you have an existing broken glass business, you are in the wrong spot. Try these useful resources:
If you hope to open a broken glass 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.