Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that new customer acquisitions in this industry is a lofty ambition that demands diligence and respect.
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Don't let the fast pace of the marketplace trip you up. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with futures exchanges business owners, these companies unleash an avalanche of high-priced marketing content in hopes of gaining quick momentum with buyers.
Marketing is useful and necessary. But new businesses should focus their marketing budgets on initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Casting a Broad Net
The first step in selling to futures exchanges businesses is to take a broad approach to the marketplace. Strategies that are isolated to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to increase your bandwidth to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Strategy and ROI
The best sales programs place a heavy emphasis on customer ROI. This is especially important when selling to futures exchanges businesses because in this industry, tight sales and marketing budgets are the norm, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Given your interest in selling and in futures exchanges businesses, you might find these additional resources to be of interest.
If you currently own a futures exchanges business, you are in the wrong spot. These resources will come in handy:
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If you are looking for advice on selling to a different company type, you will enjoy our directory of sales guides below.