B2B Selling Advice

Selling to Internet Publishing Businesses

As the clouds dissipate, internet publishing businesses are gradually bouncing back from the Great Recession and are starting to reinvest. If your offerings appeal to this market, it's time to learn how to sell to internet publishing businesses in the new economy.

A good sales strategy is the foundation of a solid revenue stream. So for businesses that sell to internet publishing businesses, strategic sales planning is a prerequisite for success.

Your approach will vary according to your situation and your company's unique sales objectives. But overall, there are several things you will need to consider when crafting a strategy to sell to internet publishing businesses.

Casting a Broad Net

The first step in selling to internet publishing businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.

Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.

Effective Marketing Strategies

Effective sales strategies begin with marketing, and the marketing strategies for internet publishing businesses are as diverse as they come.

Yet in this industry, marketing effectiveness is inherently dependent on its ability to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.

With so much riding on the outcome, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you don't currently use lead lists, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted internet publishing business leads.

Role of Owners & Managers

Owners and managers should expect to be active participants in selling to internet publishing businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.

By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.

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