Many fulfillment services businesses rely on third-party vendors for equipment, supplies and other products. So, many B2B companies build their business plans around sales to fulfillment services businesses.
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A strong value proposition and a great strategy are requirements for companies who sell to fulfillment services businesses. Despite the presence of market barriers, new companies can gain traction by applying a handful of proven sales principles.
Sales Team Considerations
The majority of businesses that sell to fulfillment services businesses utilize a team sales approach.
Although your team may be comprised of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for solo sales in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to model team-based behaviors throughout the organization.
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, it's time to get with the program. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B fulfillment services business industry, the inefficient use of CRM can put your business at a competitive disadvantage.
How to Find Fulfillment Services Business Leads
Leads drive sales cycles. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of fulfillment services 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 fulfillment services businesses.
Ready to learn more? You may find these additional resources to be of interest.
If you currently own a fulfillment services business, you are in the wrong spot. These resources will come in handy:
If you want to start a fulfillment services business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.