Selling to an Industry
Selling to Condominium and Townhouse Management Businesses
As the clouds dissipate, condominium and townhouse management businesses are gradually bouncing back from the Great Recession and are starting to reinvest. For business sellers prepared to compete, condominium and townhouse management businesses offer a reliable source of income .
New technologies and innovative sales techniques have value. But in a B2B sales environment, they may be less important than other critical resources.
Companies that are trying to break into the market need to develop a comprehensive sales plan that is built on industry fundamentals.
Gaining Traction in the Marketplace
Every B2B business dreams about their products' viral marketing potential. But viral marketing strategies are a far cry from money in the bank.
To gain traction with condominium and townhouse management businesses, you'll want to apply a diverse mix of marketing strategies that funnel key messaging through multiple channels.
Many sellers purchase lead lists from recognized list providers. When it's time to shop for a lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of condominium and townhouse management business contacts.
Hiring Staff
Your sales force is your most important sales asset. A first-rate sales strategy is ineffective if your sales team is unable to do their jobs effectively.
Most condominium and townhouse management businesses appreciate the value of sales professionals who are informed and prepared. When a customer has a problem with an order, they typically reach out to their sales contact so it's imperative for your team to be trained in techniques for service after the sale.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to meeting ambitious sales goals. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that condominium and townhouse management business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.
Share this article
Additional Resources for Entrepreneurs