Selling to Housing and Economic Development Businesses
The territory of housing and economic development businesses is fertile soil for B2B sales. To dominate in the housing and economic development business industry, you'll need to closely adhere to a handful of sales fundamentals.
The world is unpredictable and businesses are constantly adapting their sales approaches to respond to market demands.
Quality products, a good strategy and a lot of hard work are requirements for companies who sell to housing and economic development businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of tried and true sales principles.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to housing and economic development businesses.
New entries to the housing and economic development business market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value housing and economic development business leads.
In this industry, it is especially important for sellers to adopt a customer-centered sales philosophy. As a rule, housing and economic development businesses are very skilled at spotting B2B companies that are out of touch with the industry and they tend to hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Marketing to Housing & Economic Development Businesses
Marketing strategies for housing and economic development businesses are constantly evolving. Businesses that sell in this market have to be diligent about matching their approach to the latest marketing channels and technologies. Although they aren't a panacea, online marketing channels such as social media sites and email campaigns are rising to the fore.
In order to feed new housing and economic development business leads to your sales team, you will need to identify a process for generating high quality leads. One of the ways to simplify lead generation is to obtain updated lead lists. Vendors like Experian Business Services provide reasonably priced lead lists that can be sorted and filtered to your precise specifications.
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