Resources for Entrepreneurs

Selling to an Industry

Selling to Cleaning Equipment and Supplies Retail Businesses

No doubt about it, cleaning equipment and supplies retail businesses are important sales targets for business sellers that are equipped to tackle a competitive marketplace. Here are some of the things that are required to sell to cleaning equipment and supplies retail businesses in today's marketplace.

Drive and diligence are admirable characteristics for sales professionals. But selling to cleaning equipment and supplies retail businesses requires more than a desire to succeed.

In today's fast-paced B2B economy, initiative and strategy are two things that never go out of style especially for companies that sell to cleaning equipment and supplies retail businesses.

Developing a Marketing Plan

A robust marketing strategy is the basis of a successful sales strategy. Your team might be stocked with first-rate 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 cleaning equipment and supplies retail 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 successful with your customer base. When combined with a sales plan, a marketing plan serves up an intentional selling strategy that is hard to beat.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can dramatically improve your team's prospecting abilities and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for cleaning equipment and supplies retail businesses.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

Collaborative Strategies

Cooperation is a key feature of companies that succeed in selling to cleaning equipment and supplies retail businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.

In some cases, the synergy between sales, marketing and other business units can provide the competitive advantage your business needs to outperform competitors that are more firmly entrenched in the market.

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