Selling to an Industry
Selling to Convention Exhibits and Displays Businesses
Companies that market to convention exhibits and displays businesses face internal and external barriers to success. With calculated planning, your business can achieve financial success selling to convention exhibits and displays businesses.
Many convention exhibits and displays businesses depend on distributors and vendors. So, many B2B companies build their strategic plans around sales to convention exhibits and displays businesses.
Good sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target convention exhibits and displays businesses. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.
Sales & Marketing Tips
Some B2B convention exhibits and displays business suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways convention exhibits and displays business owners access information. Traditional channels like direct mail and telemarketing can be effective, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
The best B2B sales teams base their activities on reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying convention exhibits and displays business leads, it will be difficult to capture a meaningful share of the market.
If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable convention exhibits and displays business lead lists to B2B sellers.
Networking Tips
The convention exhibits and displays business industry is relationship-based. Businesses that sell in the industry rely on industry contacts for leads and other aspects of the sales cycle.
Lead lists are helpful in expanding your network, but only to the extent that your team invests time and effort to develop lead list contacts into long-term business relationships. As an owner or manager, you need to prioritize networking strategies and proactively model relational sales techniques.
Sales Strategy Tips
Effective convention exhibits and displays business sales strategies combine sales and marketing techniques with an eye toward ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be prioritized.
Also, it's important to avoid a silo approach to convention exhibits and displays business sales. Companies that isolate their sales units fall behind in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.
Share this article
Additional Resources for Entrepreneurs