Resources for Entrepreneurs

Selling to an Industry

Selling to Chlorine and Chlorinated Products Businesses

There's no question that chlorine and chlorinated products businesses are major players in a growth industry -- and that presents an opportunity to vendors who want to improve bottomline profits. We'll tell you how to overcome selling challenges in the chlorine and chlorinated products business market and dominate the competition.

Many chlorine and chlorinated products businesses depend on distributors and vendors. So, many B2B companies build their business models around sales to chlorine and chlorinated products businesses.

Leveraging the strength of the market, entrepreneurs are knocking on the doors of the marketplace, eager to earn their share of the profits. Competition is fierce, so new businesses have to be careful about the way they approach chlorine and chlorinated products businesses.

Sales Management Tips

Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.

In this industry, sales reps tend to be highly motivated performers who are accustomed to thriving in fast-paced sales environments. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.

Don't neglect the fact that chlorine and chlorinated products business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.

Sales & Marketing Tips

Some B2B chlorine and chlorinated products business suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that considers the many ways chlorine and chlorinated products business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.

Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying chlorine and chlorinated products business leads, it will be difficult to capture a meaningful share of the market.

If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable chlorine and chlorinated products business lead lists to B2B sellers.

Customer Profiles

New entries to the chlorine and chlorinated products business market are advised to work up detailed customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to sell to high value chlorine and chlorinated products business leads.

In this industry, it is especially important to develop a customer-focused approach. In general, chlorine and chlorinated products businesses are very skilled at spotting B2B companies that are out of touch with the industry and they tend to hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.

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