Capitalizing on Niche Markets
Selling to Printing Equipment and Supplies Wholesale and Manufacturers Businesses
Businesses that sell to printing equipment and supplies wholesale and manufacturers businesses face internal and external barriers to success. Using these tips for selling to the printing equipment and supplies wholesale and manufacturers business market will help you start achieving your sales objectives.
Initiative and perseverance are admirable characteristics for sales professionals. But selling to printing equipment and supplies wholesale and manufacturers businesses requires more than an impeccable work ethic.
If selling to printing equipment and supplies wholesale and manufacturers businesses is your core business, the likelihood of conversion improves dramatically when you incorporate a few proven resources and techniques into the selling process.
How to Evaluate Sales Staff
Periodic staff assessment is essential 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 suffice 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 increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to printing equipment and supplies wholesale and manufacturers businesses.
How to Find Printing Equipment & Supplies Wholesale & Manufacturers Business Leads
Leads are the foundation of successful selling. The first step in lead generation is to survey the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of printing equipment and supplies wholesale and manufacturers businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most dependable source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward printing equipment and supplies wholesale and manufacturers businesses.
Research the Market
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they research and evaluate the specific printing equipment and supplies wholesale and manufacturers businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with printing equipment and supplies wholesale and manufacturers businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.
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