Resources for Entrepreneurs

Selling to an Industry

Selling to Catering Equipment and Supplies Rental Businesses

You'll need a unique combination of skills and determination to be successful selling to catering equipment and supplies rental businesses. For entrepreneurs that market to catering equipment and supplies rental businesses, the good news is that the right sales strategy can lead to quick gains in this market.

The world is a fluid business environment and businesses are constantly adapting their sales approaches to respond to market demands.

A strong value proposition and a great strategy are requirements for companies who sell to catering equipment and supplies rental businesses. Despite the presence of market barriers, emerging companies can gain traction by applying a handful of proven sales principles.

Gaining Traction in the Marketplace

Every B2B business dreams about their products' viral marketing potential. But viral marketing strategies are a far cry from money in the bank.

To succeed with catering equipment and supplies rental businesses, 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 catering equipment and supplies rental business contacts.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be acceptable 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 catering equipment and supplies rental businesses.

Industry Experience

In catering equipment and supplies rental business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to understand the pressure points of a typical catering equipment and supplies rental 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, catering equipment and supplies rental businesses may also be more amenable to sellers within their network, so it's important to expand your industry contact base as quickly as possible.

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