Sales Performance Advice
Selling to Kennels
The problem with selling to kennels is that the wrong sales strategies can threaten your entire plan for success. For B2B companies that are up to the challenge, kennels offer a reliable source of income .
The world is an uncertain place for emerging businesses and businesses are constantly evolving their selling strategies to keep pace with changes in the marketplace.
Many kennels expect stellar service from the companies they do business with. But service alone won't close the deal. For B2B companies that sell to kennels, the steady execution of business fundamentals is just as important as your relationships with your customers.
Gain a Competitive Edge
In business, motivation translates into conversions.
Professional B2B sellers understand the need for flexibility when dealing with kennels and regularly adapt their sales strategy to the marketplace. By aggressively pursuing strategy development and execution, these companies give themselves an edge over the competition.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with kennel owners, these companies unleash an avalanche of high-priced marketing content in hopes of gaining quick momentum with buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Industry Experience
In kennel sales, industry experience is a huge plus. Although it isn't necessary to be a twenty year industry veteran, it helps to speak the industry language and to be familiar with the things are important to a typical kennel.
B2B sellers who lack industry experience can augment their background by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, kennels may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
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