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Niche Sales Strategies

Selling to Disability Insurance Businesses

Most disability insurance businesses are willing to hear a good sales pitch from a qualified vendor. With these useful selling tips, you can improve your sales model and increase your returns when selling to disability insurance businesses.

Technology and technique are important. But in a B2B sales environment, they may not be your most valuable assets.

Companies that market to disability insurance businesses have to be prepared to communicate their product strengths to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to gain visibility with disability insurance businesses.

Sales & Marketing Tips

Some B2B disability insurance business suppliers outsource marketing while others prefer to handle it in-house. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways disability insurance business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.

Top B2B sales teams recognize the importance of reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying disability insurance business leads, it will be difficult to capture a meaningful share of the market.

If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable disability insurance business lead lists to B2B sellers.

Aggressive Recruiting

Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.

Companies that sell to disability insurance businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack a team-based track record will ultimately hamper your sales efforts, no matter how good they look on paper.

Putting It All Together

At the end of the day, there is no single strategy that can guarantee conversions in your efforts to sell to disability insurance businesses. It's often a combination of techniques that seals the deal.

Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that integrates sales techniques with a more comprehensive sales and marketing strategy.

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