Capitalizing on Niche Markets
Selling to Publishers' Shipping Services Businesses
The word is out that many publishers' shipping services businesses are experiencing growth trends, and smart vendors are striking while the iron's hot. Here's the information you need to generate more sales to publishers' shipping services businesses around the country.
Over the past several years, publishers' shipping services businesses have experienced moderate growth rates compared to other businesses.
A strong value proposition and a great strategy are requirements for companies who sell to publishers' shipping services businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
Aggressive Recruiting
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.
Companies that sell to publishers' shipping services businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are capable of operating as part of a team. Individuals who lack a team-based track record will ultimately hamper your sales efforts, no matter how good they look on paper.
How to Find Publishers' Shipping Services 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 widen the field to include the yellow pages, Internet searches and trade listings.
The names of publishers' shipping services businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most accurate 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 precise, targeted lead lists that can be used for direct mail and other marketing efforts directed toward publishers' shipping services businesses.
Gain a Competitive Edge
In business, motivation translates into conversions.
Professional B2B sellers value the need for flexibility when dealing with publishers' shipping services businesses and regularly adapt their sales strategy to the marketplace. By aggressively pursuing strategy development and execution, these companies give themselves an edge over the competition.
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