Selling to an Industry
Selling to Chrome Businesses
No doubt about it, chrome businesses are important sales targets for B2B operations that are prepared for a an uphill selling battle. This is the approach that will help you get started selling to this market.
There are no universal approaches for selling to chrome businesses. The recipe for success is the same as it is in many other industries.
The process of converting chrome businesses from prospects to satisfied customers doesn't just happen. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Market Aggressively
Ambitious marketing directly impacts chrome business sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to flawlessly execute your strategy to capture the attention of decision makers.
A large portion of your marketing efforts should focus on channeling leads to your sales force. Lead lists are a legitimate and important resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.
How to Evaluate Sales Staff
Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers 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 chrome businesses.
Know the Competition
Companies who sell to chrome businesses face no small amount of competitive pressure.
Like it or not, there are many other businesses that sell similar product lines. Subsequently, chrome businesses are bombarded with promotional messaging and tend to be highly informed about their buying options.
By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, conversations with chrome businesses themselves may be the best source of information.
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