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B2B Selling Advice

Selling to Information Technology Services Businesses

Many information technology services businesses offer opportunities for business sellers to earn profits. If you're tired of not making your sales quotas, maybe it's time to start selling to information technology services businesses.

Initiative and perseverance are admirable characteristics for sales professionals. But selling to information technology services businesses requires more than an impeccable work ethic.

In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately information technology services businesses can be found throughout the nation, but the challenge is to acquire and retain new accounts.

Know the Competition

Companies who sell to information technology services businesses face a crowded and competitive marketplace.

Although it may not seem like it, there are many other businesses that sell similar product lines. Subsequently, information technology services businesses are bombarded with promotional messaging and tend to be highly informed about their buying options.

By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, discussions with information technology services businesses themselves may be the best source of information.

Sales Management Tips

Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.

In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.

Don't neglect the fact that information technology services business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.

How to Find Information Technology Services Business Leads

Leads are the foundation of successful selling. 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 information technology services businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.

But the most reliable 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 information technology services businesses.

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