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Business Development Strategies for Niche Markets

Selling to Land Companies

As the dust clears, land companies are timidly rebounding from the market slowdown and are starting to reinvest. To dominate in the land company industry, you'll need to pay attention to the basics.

As it turns out, land companies are subject to normal business demands; they respond to businesses that offer solid, affordable products.

If your sales strategies lack horsepower, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to deliver results.

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 land company owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.

Know the Competition

Companies who sell to land companies face a crowded and competitive marketplace.

Like it or not, there are many other businesses that share your product focus. Subsequently, land companies are regularly targeted for prospecting and tend to be extremely savvy about their buying options.

By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, discussions with land companies themselves may be the best source of information.

Sales & Marketing Tips

Some B2B land company suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways land company 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.

Top B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying land company leads, it will be difficult to capture a meaningful share of the market.

If your sales force is failing to generate enough leads, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable land company lead lists to B2B sellers.

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