A good sales strategy is money in the bank. So for businesses that sell to direct marketing businesses, strategic sales planning is a prerequisite for success.
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Many direct marketing businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to direct marketing businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
Effective Marketing Strategies
Effective sales strategies begin with marketing, and the marketing strategies for direct marketing businesses cover a lot of ground.
Yet in this industry, marketing effectiveness is inherently dependent on its ability 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.
With so much riding on the outcome, 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 are new to the lead list market, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted direct marketing business leads.
Collaborative work processes are key features of companies that succeed in selling to direct marketing businesses. Segmented 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.
In direct marketing business 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 direct marketing business.
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, direct marketing businesses may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
Given your interest in selling and in direct marketing businesses, you might find these additional resources to be of interest.
If you have an existing direct marketing business, you are in the wrong spot. These resources will come in handy:
If you want to start a direct marketing business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our alphabetical directory of sales guides below.