Selling to an Industry
Selling to Combustion Controls Businesses
As the clouds dissipate, combustion controls businesses are gradually bouncing back from the economic downturn and are starting to reinvest. Here's the knowledge you need to generate more sales to combustion controls businesses across the nation.
Although there is a strong market for products geared toward combustion controls businesses, penetrating the market can be daunting.
Businesses that sell to combustion controls businesses have to be prepared to demonstrate their value proposition to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to sell products to combustion controls businesses.
Role of Owners & Managers
Owners and managers are active players in selling to combustion controls businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.
Casting a Broad Net
The first step in selling to combustion controls businesses is to cast a broad net. Strategies that focus exclusively on the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Confused messaging dilutes the sales cycle and frustrates prospective customers' efforts to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.
The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of combustion controls businesses that can be tailored to meet geographic and demographic criteria.
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