Penetrating the world of employee benefit plans consulting services businesses can require complex sales and marketing strategies.
(article continues below)
These days, initiative and strategy are two things that never go out of style – especially for companies that sell to employee benefit plans consulting services businesses.
In employee benefit plans consulting services business sales, industry experience is an advantage. 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 employee benefit plans consulting services 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, employee benefit plans consulting services businesses may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities and conversion ratios. However, it's important to make sure your sales force isn't so focused on meeting new people that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for employee benefit plans consulting services businesses.
Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. But, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that employee benefit plans consulting services business owners appreciate team-based sales and marketing techniques and may not respond to sales reps who seem overly disconnected from their sales unit.
Given your interest in selling and in employee benefit plans consulting services businesses, you might find these additional resources to be of interest.
If you have an existing employee benefit plans consulting services business, you are in the wrong spot. These resources will come in handy:
If you want to start an employee benefit plans consulting services business, we have some better resources for you:
If you want sales tips for doing business in a different industry, peruse our alphabetical directory of sales guides below.