B2B Selling Advice
Selling to Irrigation Equipment and Systems Businesses
The landscape of irrigation equipment and systems businesses is fertile soil for B2B sales. The difficult part is crafting a selling strategy that captures the attention of high value prospects.
In recent years, irrigation equipment and systems businesses have become high value targets in the B2B sector.
Your approach will vary according to your situation and your company's unique sales objectives. But overall, there are several things you will need to consider when devising a system for selling to irrigation equipment and systems businesses.
Reaching Prospective Customers
Prospecting is the process of identifying potential customers and converting them to qualified leads.
Networking can fine tunes prospecting performance and closing rates. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for irrigation equipment and systems businesses.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Casting a Broad Net
The first step in selling to irrigation equipment and systems businesses is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
Collaborative Strategies
Cooperation is a key feature of companies that succeed in selling to irrigation equipment and systems businesses. Vertical 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.
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