Selling to an Industry

Selling to Commercial Paper Businesses

The word is out that many commercial paper businesses are experiencing growth trends, and small businesses are striking while the iron's hot. If your offerings appeal to this market, it's time to learn how to sell to commercial paper businesses in the new economy.

Overcoming the barriers of selling to commercial paper businesses can require complex sales and marketing strategies.

Many commercial paper businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to commercial paper businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.

Casting a Broad Net

The first step in selling to commercial paper businesses is to take a broad approach to the marketplace. Strategies that limited to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.

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 expanding your product line or by creating strategic partnerships with suppliers of complementary goods.

How to Find Commercial Paper Business Leads

Leads are the foundation of successful selling. The first step in lead generation is to survey the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.

The names of commercial paper businesses you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.

But the most dependable source of qualified sales leads is often a third-party lead list provider. If you're in the market for high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward commercial paper businesses.

Sales Incentives

Whenever possible, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed commercial paper business sales targets.

Incentives don't have to break your budget -- sometimes a simple, affordable incentive that recognizes a team member's performance is more valuable than an expensive incentive that lacks recognition or prestige.

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