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Sell to Your Target Market

Selling to Shipping and Receiving Services Businesses

It's a given that shipping and receiving services businesses are high value sales targets in today's marketplace. Here are some of the things that are required to sell to shipping and receiving services businesses in the current market.

In recent years, shipping and receiving services businesses have become high value targets in the B2B sector.

Quality products, a good strategy and a lot of hard work are requirements for companies who sell to shipping and receiving services businesses. Although there are market challenges, new entries to the marketplace can gain traction by applying a handful of proven sales principles.

Sales & Marketing Tips

Some B2B shipping and receiving services business suppliers opt for third-party marketing over internal marketing activities. Either way, your marketing strategy should leverage a multichannel approach that appreciates the multiple ways shipping and receiving services business owners access information. Traditional channels like direct mail and telemarketing can be effective, but they should be combined with online strategies like e-mail campaigns, website SEO and social networking initiatives.

Leading B2B sales teams routinely use reliable lead generation mechanisms. Leads drive sales cycles. Until your company develops a system for acquiring and qualifying shipping and receiving services business leads, it will be difficult to capture a meaningful share of the market.

If your sales force is floundering in the area of lead generation, consider buying updated lead lists from a recognized lead list provider. Experian and other vendors have a reputation for delivering accurate and affordable shipping and receiving services business lead lists to B2B sellers.

Sales Incentives

Ideally, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed shipping and receiving services business sales targets.

Incentives don't have to break your budget -- sometimes merely acknowledging a team member's exceptional effort is more valuable than an expensive incentive that lacks recognition or prestige.

Sales Strategy Tips

Effective shipping and receiving services business sales strategies focus on selling fundamentals and ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be prioritized.

Also, it's important to avoid a silo approach to shipping and receiving services business sales. Companies that isolate their sales units lag in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.

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