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Capitalizing on Niche Markets

Selling to Pumps Wholesale and Manufacturers Businesses

Most pumps wholesale and manufacturers businesses are willing to hear a good sales pitch from a qualified vendor. The hard part is designing a sales plan that captures the attention of the industry's major players.

The proper application of fundamental techniques and technology-based solutions clearly influence outcomes. But in a B2B sales environment, they may not be your most valuable assets.

Many pumps wholesale and manufacturers businesses expect to receive great service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to pumps wholesale and manufacturers businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.

Market Aggressively

Effective marketing directly impacts pumps wholesale and manufacturers business sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to flawlessly execute your strategy to capture the attention of decision makers.

A large portion of your marketing efforts should focus on channeling leads to your sales force. Lead lists are a legitimate and important resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.

Educate Your Sales Force

In the real world, most pumps wholesale and manufacturers businesses aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.

In this industry, differentiation can be the deciding factor in a sale. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to pumps wholesale and manufacturers businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers 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 improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to pumps wholesale and manufacturers businesses.

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