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Niche Sales Strategies

Selling to Demonstration Services

It's clear that demonstration services are important sales targets for B2B operations that are poised to sell well in a competitive marketplace. Here's what you'll need to sell to demonstration services in this business climate.

Despite robust demand for products sold to demonstration services, breaking into the market can be daunting.

Many demonstration services expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to demonstration services, the steady execution of business fundamentals is just as important as your relationships with your customers.

Understanding the Market

Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.

More importantly, they conduct research on the specific demonstration services that they want to add to their customer roster.

Since relationships are an important part of the selling process, meetings with demonstration services leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.

Collaborative Strategies

Cooperation is a key feature of companies that succeed in selling to demonstration services. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.

In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.

Marketing Mix

Since sales and marketing are connected business activities, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.

Although there are no one-size-fits-all marketing strategies for demonstration services, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of demonstration services. For many businesses, these lists establish a framework for the rest of the sales cycle.

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