September 23, 2020  
 
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Selling to Niche Markets

 

Selling to Directory and Guide Advertising Businesses

These days, unpredictability is the only constant for directory and guide advertising businesses. Don't forget that directory and guide advertising businesses aren't easy sales marks -- here's what you'll need to convert prospects into customers.

In recent years, directory and guide advertising businesses have become high value targets in the B2B sector.
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Good sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target directory and guide advertising businesses. Whether you're an emerging seller or a seasoned veteran, here are a few of the tools you need to have in your toolbox.

Collaborative Strategies

Cooperation is a key feature of companies that succeed in selling to directory and guide advertising businesses. 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 spark that is needed to take your company to the next level.

Know Your Products

The truth is most directory and guide advertising businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.

In this industry, differentiation can be the deciding factor in conversions. It's imperative for your sales team to be knowledgeable and informed. If you're selling a service to directory and guide advertising businesses, your sales force should understand granular details of the service contract and be prepared to resolve customer concerns during the sales cycle.

How to Find Directory & Guide Advertising Business Leads

Leads form the basis for winning sales strategies. The first step in lead generation is to survey the local market. From there, you can expand your search to include the yellow pages, Internet searches and trade listings.

The names of directory and guide advertising businesses 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 directory and guide advertising businesses.

More Articles on Selling

Given your interest in selling and in directory and guide advertising businesses, you might find these additional resources to be of interest.

Mailing Lists for Directory and Guide Advertising Businesses

How to Qualify a Sales Lead

Cold Call Tips

Creating a Sales Prospecting Plan


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Are there any marketing tips or strategies you would suggest to entrepreneurs trying to break into the business? If so, we'd love to hear from you!


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