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Selling to Fiber Optic Communications Businesses

If your business is struggling to hit sales goals, stop everything and read our useful guide on selling to fiber optic communications businesses. Here are some of the things that are required to sell to fiber optic communications businesses in this business climate.

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

For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.

Role of Owners & Managers

Owners and managers should expect to be active participants in selling to fiber optic communications businesses. Front line visibility is essential for large accounts, but your sales team can benefit from on-the-job partnerships with the owner or sales manager.

By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can fine tunes prospecting performance and closing rates. However, it's important to make sure your sales force isn't so focused on conversation 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 fiber optic communications 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.

Niche Selling

New businesses that sell to the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.

In the fiber optic communications 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.

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