B2B Selling Advice
Selling to International Mailing and Shipping Services Businesses
The word is out that many international mailing and shipping services businesses are experiencing growth trends, and small businesses are hoping to target sales prospects in this market. We'll tell you what you need to do to conquer selling hurdles in the international mailing and shipping services business market and dominate the competition.
Initiative and perseverance are admirable characteristics for sales professionals. But selling to international mailing and shipping services businesses requires more than a desire to succeed.
Most international mailing and shipping services businesses expect stellar service from the companies they do business with. But service alone won't close the deal. For B2B companies that sell to international mailing and shipping services businesses, the consistent application of sound business principles is just as important as your relationships with your customers.
Collaborative work processes are key features of companies that succeed in selling to international mailing and shipping services businesses. Segmented business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to international mailing and shipping services businesses should narrow their search to highly ambitious and focused candidates. At the same time, you need to make sure your sales hires are capable of operating as part of a team. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Sales & Marketing Tips
Some B2B international mailing and shipping services business suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that considers the many ways international mailing and shipping services business owners access information. Traditional channels like direct mail and telemarketing are important, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.
The best B2B sales teams base their activities on reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying international mailing and shipping services business leads, you will struggle to gain traction in the industry.
If your sales force is falling flat when it comes to leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable international mailing and shipping services business lead lists to B2B sellers.
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