Selling to an Industry
Selling to Chains Wholesale and Manufacturers Businesses
You'll need the right mix of skills and determination to sell to chains wholesale and manufacturers businesses. For entrepreneurs that market to chains wholesale and manufacturers businesses, the upside is that a strong selling approach can lead to quick gains in this market.
In recent years, chains wholesale and manufacturers businesses have experienced moderate growth rates compared to other businesses.
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.
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 chains wholesale and manufacturers businesses.
Sales & Marketing Tips
Some B2B chains wholesale and manufacturers business suppliers rely on marketing firms; others perform marketing internally. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways chains wholesale and manufacturers business 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.
Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying chains wholesale and manufacturers business leads, it will be difficult to capture a meaningful share of the market.
If your sales force is falling flat when it comes to leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable chains wholesale and manufacturers business lead lists to B2B sellers.
CRM Software
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, it's time to get with the program. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B chains wholesale and manufacturers business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
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