Getting your foot in the door with inventory services businesses can require complex sales and marketing strategies.
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For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
Role of Owners & Managers
Owners and managers are active players in selling to inventory services businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.
New businesses that attempt to tackle the entire marketplace face a long, uphill battle. A better approach is to customize your approach to an underserved niche.
In the inventory services business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless you have done your homework and can support your expectations with solid research.
Marketing -- or more specifically aggressive marketing -- is an essential ingredient in the recipe for inventory services business sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to flawlessly execute your strategy to capture the attention of decision makers.
A large portion of your marketing efforts should focus on channeling leads to your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.
Given your interest in selling and in inventory services businesses, you might find these additional resources to be of interest.
If you have an existing inventory services business, you are in the wrong spot. These resources will come in handy:
If you want to start an inventory services business, these resources should prove useful:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.