Despite robust demand for products sold to analytical testing laboratories, breaking into the market can be daunting.
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For B2B professionals that sell to these companies, the industry's positive growth outlook makes the implementation of proven sales techniques more important than ever.
Your sales force is your most important sales asset. A first-rate sales strategy is ineffective if your sales team is unable to do their jobs effectively.
Most analytical testing laboratories appreciate the value of sales professionals who are equipped to discuss the value of their products. When a customer has a problem with an order, they typically reach out to their sales contact so it's imperative for your team to be trained in the processes that are required to maintain the customer relationship after they have closed the sale.
Role of Owners & Managers
Owners and managers should expect to be active participants in selling to analytical testing laboratories. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.
Gaining Traction in the Marketplace
Every B2B business hopes to achieve viral buzz for their products. But viral marketing strategies are a far cry from money in the bank.
To succeed with analytical testing laboratories, you'll want to apply a diverse mix of marketing strategies that leverage multiple marketing channels.
Many sellers purchase lead lists from recognized list providers. When it's time to shop for a lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of analytical testing laboratory contacts.
Given your interest in selling and in analytical testing laboratories, you might find these additional resources to be of interest.
If you currently own an analytical testing laboratory, you are in the wrong spot. These resources will come in handy:
If you hope to open an analytical testing laboratory, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.