Resources for Entrepreneurs

Selling to an Industry

Selling to Chemical Clean-Up and Control Services Businesses

Business experts are seeing that many chemical clean-up and control services businesses are expanding, and smart vendors are looking to drive incremental sales from this niche market. Here's how to sell to chemical clean-up and control services businesses in the current business climate.

The majority of chemical clean-up and control services businesses depend on distributors and vendors. As such, many B2B companies build their strategic plans around sales to chemical clean-up and control services businesses.

Companies that market to chemical clean-up and control services businesses have to be prepared to demonstrate their value proposition to customers who are savvy about marketplace realities. Here are some of the other things you'll need to gain visibility with chemical clean-up and control services businesses.

How to Evaluate Sales Staff

Frequent employee evaluations are a must 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 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 chemical clean-up and control services businesses.

Effective Marketing Strategies

Effective sales strategies begin with marketing, and the marketing strategies for chemical clean-up and control services businesses are as diverse as they come.

Yet in this industry, marketing effectiveness is rooted in the ability to target key decision makers. From traditional marketing to cutting-edge Internet strategies, any initiative that fails to reach decision makers is a waste of time and resources.

Since your sales revenues hang in the balance, 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 chemical clean-up and control services business leads.

Industry Experience

In chemical clean-up and control services 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 be familiar with the things are important to a typical chemical clean-up and control services 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, chemical clean-up and control services businesses may also be more amenable to sellers within their network, so it's important to make new contacts as quickly as possible.

Have Friends Who Might Like This Article?

Tweet via @gaeblerdotcom Share this on Twitter

Let them know on LinkedIn

Ready to Learn More? We Think You Might Like These Articles:


Additional Resources for Entrepreneurs

Lists of Venture Capital and Private Equity Firms

Franchise Opportunities

Contributors

Business Glossary