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Selling to Businesses

Selling to Radio Sales and Service Businesses

Entrepreneurs that sell to radio sales and service businesses face internal and external barriers to success. Here's what you'll need to sell to radio sales and service businesses in the current market.

Not surprisingly, radio sales and service businesses are subject to normal business demands; they respond to businesses that offer solid, affordable products.

Don't let the fast pace of the marketplace trip you up. Although speed is important, solid business principles and common sense will make the biggest difference in the success or failure of your selling efforts.

Role of Owners & Managers

Owners and managers should expect to be active participants in selling to radio sales and service businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.

By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.

Hiring Staff

Your sales force is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team is unable to do their jobs effectively.

Most radio sales and service businesses appreciate the value of sales professionals who are informed and prepared. When a customer has a problem with an order, the sales rep is usually the first person they contact so it's imperative for your team to be trained in techniques for service after the sale.

Marketing Mix

Since marketing and sales go hand in hand, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.

Despite the fact that there are multiple way to market to radio sales and service businesses, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of radio sales and service businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.

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