How to Increase Business Sales
Selling to Marketing and Public Relations Businesses
Without a doubt, marketing and public relations businesses are high value sales prospects that can fuel revenue and profit growth. The difficult part is crafting a selling strategy that captures the attention of top-tier buyers.
Despite robust demand for products sold to marketing and public relations businesses, penetrating the market can be daunting.
Most marketing and public relations businesses expect high levels of service from the companies they do business with. But service alone won't close the deal. For B2B companies that sell to marketing and public relations businesses, the consistent application of sound business principles is just as important as your relationships with your customers.
Industry Developments
Inevitably, marketing and public relations businesses are constantly adapting to the marketplace. Companies that sell to marketing and public relations businesses should likewise adapt their approach to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a significant disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
How to Generate Solid Leads
There aren't any uniform rules for generating solid sales leads. However, leading sellers typically favor established processes forlead generation. When possible, businesses that sell to marketing and public relations businesses should take steps to automate the lead generation process CRM and other techniques.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the technology and staff inputs necessary to generate leads internally.
At Gaebler, we advise our business partners to explore Experian Business Services for marketing and public relations business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers 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 marketing and public relations businesses.
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