Initiative and perseverance are excellent personality traits for sales professionals. But selling to phone directory and guide publishers businesses requires more than a desire to succeed.
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In any B2B industry, one of the key indicators of long-term success is the ability to expand your customer base. Fortunately phone directory and guide publishers businesses can be found throughout the nation, but the trick is to acquire and retain new accounts.
Effective Marketing Strategies
Effective sales strategies begin with marketing, and the marketing strategies for phone directory and guide publishers businesses cover a lot of ground.
Yet in this industry, marketing effectiveness is inherently dependent on its ability to target key decision makers. Whether it's direct mail or a technology-rich online campaign, any initiative that fails to reach decision makers is a waste of time and resources.
With so much riding on the outcome, you can't afford to rely on stale or inaccurate sales leads. Third-party lead lists may be the best bet for making sure your team is equipped with the most up-to-date information possible. If you don't currently use lead lists, you may want to consider Experian -- a third-party lead list vendor with a reputation for providing regularly updated and sorted phone directory and guide publishers business leads.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases your credibility with phone directory and guide publishers businesses.
But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
How to Sell to Phone Directory & Guide Publishers Businesses
Once your foot is in the door, how do you close the sale?
Like many of us, phone directory and guide publishers business business owners are extremely busy and have no time for long sales pitches. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at phone directory and guide publishers businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
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