Not surprisingly, computer cable and wire installation businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
(article continues below)
Good sales teams combine personal motivation with a set of tools that equips them to address sales cycles that target computer cable and wire installation businesses. Whether you're an emerging seller or a seasoned veteran, here are a few of the tools you need to have in your toolbox.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with computer cable and wire installation business owners, these companies flood the industry with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should funnel their resources toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Role of Owners & Managers
Owners and managers are active players in selling to computer cable and wire installation businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.
By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.
Know the Competition
Companies who sell to computer cable and wire installation businesses face a crowded and competitive marketplace.
Like it or not, there are many other businesses that sell similar product lines. As a result, computer cable and wire installation businesses are regularly targeted for prospecting and tend to be very knowledgeable about their buying options.
By researching the competition, you gain the ability to differentiate your products and incorporate your unique product characteristics into your sales strategy. Although there are many ways to research your competitors, discussions with computer cable and wire installation businesses themselves may be the best source of information.
We think you may find these additional resources to be of interest.
If you have an existing computer cable and wire installation business, you are in the wrong spot. These resources will come in handy:
If you want to start a computer cable and wire installation business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.