New technologies and innovative sales techniques have value. But in a B2B sales environment, they may not be your most valuable assets.
(article continues below)
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately data processing services are plentiful, but the challenge is to acquire and retain new accounts.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy is worthy of cost analysis. Business owners sometimes overlook cost considerations and instead, choose to invest in sales strategies that fall short of ROI expectations.
For example, even though it might be desirable to recruit an additional ten sales reps to expand your base of data processing service customers, the additional labor overhead may make hiring cost prohibitive -- or at least unattractive compared to other less costly strategies.
How to Find Data Processing Service Leads
Leads are the foundation of successful selling. The first step in lead generation is to analyze the local market. From there, you can expand your search to include the yellow pages, Internet searches and trade listings.
The names of data processing services you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most dependable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward data processing services.
Putting It All Together
When everything is said and done, there is no single strategy that can guarantee conversions in your efforts to sell to data processing services. It's often a combination of techniques that seals the deal.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.
Given your interest in selling and in data processing services, you might find these additional resources to be of interest.
If you currently own a data processing service, you are in the wrong spot. These resources will come in handy:
If you want to start a data processing service, these resources should prove useful:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.