In the current B2B sales environment, even small mistakes affect your company's bottom line and impede your selling success.
(article continues below)
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.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to cooling systems industrial businesses.
In cooling systems industrial business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to understand the pressure points of a typical cooling systems industrial business.
B2B sellers who lack industry experience can augment their background by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, cooling systems industrial businesses may also be more friendly to sellers within their network, so it's important to increase the size of your network as quickly as possible.
How to Find Cooling Systems Industrial Business Leads
Leads are the foundation of successful selling. The first step in lead generation is to analyze the local market. From there, you can widen the field to include the yellow pages, Internet searches and trade listings.
The names of cooling systems industrial businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most reliable source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing precise, targeted lead lists that can be used for direct mail and other marketing efforts directed toward cooling systems industrial businesses.
Ready to learn more? You may find these additional resources to be of interest.
If you have an existing cooling systems industrial business, you are in the wrong spot. These resources will come in handy:
If you want to start a cooling systems industrial business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.