In today's economy, even small missteps can have dramatic consequences for your company's bottom line and impede your selling success.
(article continues below)
Quality products, a good strategy and a lot of hard work are requirements for companies who sell to data recovery businesses. Despite the presence of market barriers, new entries to the marketplace can gain traction by applying a handful of tried and true sales principles.
Sales Strategy Tips
Effective data recovery business sales strategies focus on selling fundamentals and ROI. Some sales techniques are simply more efficient than others and the ones that maximize ROI need to be pushed to the top of the list.
Also, it's important to avoid a silo approach to data recovery business sales. Companies that create firewalls around their sales units lag in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.
Gaining Traction in the Marketplace
Every B2B business hopes to achieve viral buzz for their products. But viral marketing strategies are unreliable, at best.
To succeed with data recovery businesses, you'll want to apply a diverse mix of marketing strategies that leverage multiple marketing 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 data recovery business contacts.
Sales Team Considerations
The majority of businesses that sell to data recovery businesses leverage a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for mavericks in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
We think you may find these additional resources to be of interest.
If you currently own a data recovery business, you are in the wrong spot. Try these useful resources:
If you hope to open a data recovery business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.