Resources for Entrepreneurs

Niche Sales Strategies

Selling to Desk Pads and Accessories Businesses

It's common knowledge that many desk pads and accessories businesses are experiencing growth trends, and small businesses are striking while the iron's hot. If your offerings appeal to this market, it's time to learn how to sell to desk pads and accessories businesses in the current business climate.

Initiative and perseverance are admirable characteristics for sales professionals. But selling to desk pads and accessories businesses requires more than an impeccable work ethic.

Don't be intimidated by the speed of the marketplace. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.

Niche Selling

New businesses that attempt to tackle the entire marketplace face a long, uphill battle. A better approach is to tailor your business model to an underserved niche.

In the desk pads and accessories business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless your assumptions are rooted in solid facts.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to desk pads and accessories businesses.

Effective Marketing Strategies

Effective sales strategies begin with marketing, and the marketing strategies for desk pads and accessories businesses are as diverse as they come.

Yet in this industry, marketing effectiveness comes down to whether or not you're able to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.

Since your sales revenues hang in the balance, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best resource for making sure your team is equipped with the most up-to-date information possible. If you don't currently use lead lists, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted desk pads and accessories business leads.

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