B2B Selling Advice
Selling to Infrared Equipment and Services Businesses
Most infrared equipment and services businesses have lean financials and demanding schedules. For companies that sell to infrared equipment and services businesses, the streamlined sales strategies discussed in this article can be important for breaking into the industry.
In recent years, infrared equipment and services businesses have become hot prospects in the B2B marketplace.
Your approach will vary according to your situation and your company's unique business model. But in general, there are several things you will need to consider when devising a system for selling to infrared equipment and services businesses.
Sales Incentives
In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed infrared equipment and services business sales targets.
Incentives don't have to break your budget -- sometimes a simple, affordable incentive that recognizes a team member's performance is more valuable than an expensive incentive that lacks recognition or prestige.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to infrared equipment and services businesses should be looking for energetic sales professionals with a self-directed work background. At the same time, you need to make sure your sales hires are team players. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for infrared equipment and services businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
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