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Capitalizing on Niche Markets

Selling to Party Paper Goods Businesses

Without a doubt, party paper goods businesses are high value sales prospects for businesses with an eye on growth. For business sellers prepared to compete, party paper goods businesses offer a reliable source of income .

Initiative and perseverance are admirable characteristics for sales professionals. But selling to party paper goods businesses requires more than an impeccable work ethic.

Don't be intimidated by the speed of the marketplace. Although speed is important, solid business principles and common sense will make the biggest difference in the success or failure of your selling efforts.

Market Aggressively

Marketing -- or more specifically aggressive marketing -- is an essential ingredient in the recipe for party paper goods business sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to be at the top of your game 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.

Industry Experience

In party paper goods business sales, industry experience is fundamental requirement. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to understand the pressure points of a typical party paper goods business.

B2B sellers who lack industry experience can supplement the shortfall by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, party paper goods businesses may also be more friendly to sellers within their network, so it's important to increase the size of your network as quickly as possible.

How to Evaluate Sales Staff

Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to party paper goods businesses.

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