Niche Sales Strategies
Selling to Data Processing Schools
As the market recovers, data processing schools are slowly emerging from the Great Recession and are starting to reinvest. Don't forget that data processing schools aren't easy sales marks -- here's what you'll need to compete in today's market.
Over the past several years, data processing schools have become high value targets in the B2B sector.
A strong value proposition and a great strategy are requirements for companies who sell to data processing schools. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
In data processing school sales, industry experience is fundamental requirement. 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 data processing school.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, data processing schools 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.
It's also important to implement regular review mechanisms to evaluate the effectiveness of both your sales team and your strategy. Internal review processes should be based on quantifiable data as well as direct input from data processing schools themselves.
If necessary, don't hesitate to adjust your strategy or personnel mix to accommodate changes in the marketplace.
Effective lead generation processes are vital for firms that sell to data processing schools. Sales teams should be trained in basic lead generation as well as your company's typical prospecting routines. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the burden associated with gathering prospect contact information.
But lead generation is only part of the story. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Keep in mind that data processing schools are educated buyers who are skilled in identifying empty promises. To get their attention, you'll need to create highly focused sales messages that emphasizes your product's strengths and value points.
Share this article
Additional Resources for Entrepreneurs