Resources for Entrepreneurs

B2B Selling Advice

Selling to Investment Management Businesses

The territory of investment management businesses is fertile ground for B2B sales. Don't forget that investment management businesses aren't easy sales marks -- here's what you'll need to close sales in this niche market.

There are no one-size-fits-all strategies for selling to investment management businesses. The foundation for success is the same as it is in many other industries.

With market momentum on their side, entrepreneurs are knocking on the doors of the marketplace, eager to earn their share of the profits. Competition can be tight, so new businesses need to be intentional about the way they approach investment management businesses.

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 investment management business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.

Sales Strategy Tips

Effective investment management business sales strategies combine sales and marketing techniques with an eye toward ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be prioritized.

Also, it's important to avoid a silo approach to investment management business sales. Companies that isolate their sales units lag in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.

Market Aggressively

Effective marketing directly impacts investment management 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 legitimate and important resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.

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