Capitalizing on Niche Markets

Selling to Pickles and Pickle Products Businesses

As the market recovers, pickles and pickle products businesses are gradually bouncing back from the economic downturn and are positioned for investment. The difficult part is devising a sales approach that targets the industry's major players.

In recent years, pickles and pickle products businesses have become high value targets in the B2B sector.

In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. On the upside pickles and pickle products businesses can be found throughout the nation, but the challenge is to acquire and retain new accounts.

Reaching Prospective Customers

Prospecting transforms contacts into 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, quality is just as important as quantity when prospecting for pickles and pickle products 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.

Developing a Marketing Plan

A robust marketing strategy is the basis of a profitable sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your revenue stream will be weak.

Keep in mind that pickles and pickle products businesses are hectic operations with little patience for long sales cycles.

A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are well received by your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that delivers results.

Sales Team Considerations

Most of the businesses that sell to pickles and pickle products businesses take a team sales approach.

Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for solo sales in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to incorporate teamwork into their leadership styles.

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