Capitalizing on Niche Markets
Selling to Pulp and Paper Businesses
Many pulp and paper businesses offer opportunities for emerging companies to earn profits. If your company has a history of not making your sales quotas, maybe it's time to start selling to pulp and paper businesses.
B2B sales can be challenging. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.
Young businesses need to develop a comprehensive sales plan that leverages the lessons that have been learned by the most successful players in the industry.
In pulp and paper business sales, industry experience is a huge plus. Although it isn't necessary to be a twenty year industry veteran, it helps to speak the industry language and to understand the pressure points of a typical pulp and paper business.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, pulp and paper businesses may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
It's also important to regularly assess your personnel and overall selling strategy. Internal review processes should be based on quantifiable data as well as direct input from pulp and paper businesses themselves.
If necessary, modify your hiring and/or strategy to accommodate changes in the marketplace.
Marketing Channels for Pulp & Paper Businesses
Even though companies market their products in many different ways, there is one truth that applies to all pulp and paper business marketing strategies -- no single marketing channel is capable of capturing the attention you need to meet your sales goals.
Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.
Top sellers routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a high volume of leads that are up-to-date and targeted to high-converting prospects. In our experience, Experian Business Services has the largest and most accurate database of pulp and paper businesses on the market.
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