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Selling to an Industry

Selling to Community Services Businesses

Businesses that market to community services businesses face internal and external barriers to success. This article teaches you how to conquer selling hurdles in the community services business market and outsell the competition.

Drive and diligence are admirable characteristics for sales professionals. But selling to community services businesses requires more than an impeccable work ethic.

For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.

Benefits of Networking

Networking enhances your sales capacity. In addition to raising your company's profile, it increases your credibility with community services businesses.

But more importantly, a strategy that emphasizes networking as a core sales activity inevitably drives more leads and referrals into your company. Sometimes the leads you generate through solid networking will be leads that you had never considered before.

Review Mechanisms

It's also important to design processes for the review of your sales force and selling strategy. Internal review processes should be based on quantifiable data as well as direct input from community services businesses themselves.

If necessary, modify your hiring and/or strategy to accommodate changes in the marketplace.

Marketing Mix

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 community services businesses, B2B sellers can almost always benefit from outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of community services businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.

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