Resources for Entrepreneurs

B2B Selling Advice

Selling to Industrial Maintenance Contractors Businesses

If your business is missing sales benchmarks, stop everything and read our tips on selling to industrial maintenance contractors businesses. The challenging part is crafting a selling strategy that captures the attention of high value prospects.

In recent years, industrial maintenance contractors businesses have experienced slow, but steady growth.

If selling to industrial maintenance contractors businesses is your primary revenue stream, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.

Benefits of Networking

Networking broadens your prospect pool. In addition to raising your company's profile, it increases the amount of influence you have with industrial maintenance contractors businesses.

But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through consistent and intentional networking will be leads that were otherwise hidden from your business.

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 industrial maintenance contractors business owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.

Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can improve the flow of prospects to your team, 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.

How to Evaluate Sales Staff

Regular sales force reviews are necessary 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 industrial maintenance contractors businesses.

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