Selling to an Industry
Selling to Corporate Lodging Businesses
Without a doubt, corporate lodging businesses are attractive sales opportunities in today's marketplace. For business sellers prepared to compete, corporate lodging businesses offer a reliable source of income .
Although there is a strong market for products geared toward corporate lodging businesses, penetrating the market can be daunting.
The process of converting corporate lodging businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
How to Generate Solid Leads
There aren't any cut and dry rules for generating solid sales leads. However, leading sellers typically utilize a consistent strategy forlead generation. When possible, businesses that sell to corporate lodging businesses should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.
One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.
At Gaebler, we advise our business partners to explore Experian Business Services for corporate lodging business lead lists. Experian is a reputable firm that is known for providing accurate lists that can be filtered according to geography area, demographic traits and other criteria.
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. For those who do not have a good lead management system, you're missing out on a valuable selling resource. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B corporate lodging business industry, the lack of a fully utilized CRM can put your business at a competitive disadvantage.
Sales Management Tips
Sales managers can be a factor in the success of your sales strategy.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. 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 corporate lodging business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.
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