No one said selling would be easy. So it shouldn't come as a surprise that new customer acquisitions in this industry is a lofty ambition that demands diligence and respect.
(article continues below)
The best sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target paper boxboard 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.
SPECIAL OFFER. Wish you had a great paper boxboard business lead database? Deliver your message to the right audience with highly targeted mailing lists from Experian. Special offer for Gaebler.com site visitors -- 5% off all Experian mailing list purchases.
Purchase a paper boxboard business lead database.
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 paper boxboard business owners, these companies blanket the market with high-priced marketing content in hopes of gaining quick momentum with buyers.
Marketing is useful and necessary. But new businesses should focus their marketing budgets on initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can improve the flow of prospects to your team, 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.
In paper boxboard business sales, industry experience is a huge plus. Although it isn't necessary to be a twenty year industry veteran, it helps to speak the industry language and to understand the pressure points of a typical paper boxboard business.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, paper boxboard businesses may also be more friendly to sellers within their network, so it's important to expand your industry contact base as quickly as possible.
Role of Owners & Managers
Owners and managers play an active role in selling to paper boxboard 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 earn their respect and gain insights about your customers.
Given your interest in selling and in paper boxboard businesses, you might find these additional resources to be of interest.
If you currently own a paper boxboard business, you are in the wrong spot. These resources will come in handy:
If you hope to open a paper boxboard business, these resources should prove useful:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.