Niche Sales Strategies
Selling to Distribution Services Businesses
It's a given that distribution services businesses are high value sales targets for businesses with an eye on growth. If your company has a history of sitting on the sidelines, maybe it's time to start selling to distribution services businesses.
As it turns out, distribution services businesses are subject to normal business demands; they're in the market for high quality products at reasonable prices.
New entries to the marketplace need to develop a comprehensive sales plan that leverages the lessons that have been learned by the most successful players in the industry.
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 distribution services business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your 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.
Customer Return on Investment
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to distribution services businesses because in this industry, tight sales and marketing budgets are the norm, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Sales Strategy Tips
Effective distribution services business sales strategies are concerned about both sales techniques and 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 distribution services 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.
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