No one said selling would be easy. So it shouldn't come as a surprise that landing new customers in this industry is a daunting – but ultimately achievable business goal.
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In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately Christmas shops businesses are plentiful, but the challenge is to acquire and retain new accounts.
In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to inspire your team even further, consider offering sales incentives to sales reps that exceed Christmas shops business sales targets.
Incentives don't have to be pricey -- sometimes a simple, affordable incentive that recognizes a team member's performance is more valuable than an expensive incentive that lacks recognition or prestige.
Since it's impossible to separate sales and marketing, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.
Despite the fact that there are multiple way to market to Christmas shops businesses, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of Christmas shops businesses. For many businesses, these lists lay the foundation for the rest of the sales cycle.
Developing a Marketing Plan
A solid marketing plan is the foundation of a winning sales strategy. Your team might be stocked with top-tier sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your products will never see the light of day.
Keep in mind that Christmas shops businesses are fast-paced operations with little patience for long sales cycles.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are well received by your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that is hard to beat.
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If you are looking for advice on selling to a different company type, peruse our list of sales guides below.