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Sell to Your Target Market

Selling to Shortening Businesses

As the dust clears, shortening businesses are slowly emerging from the Great Recession and are positioned for investment. If your offerings appeal to this market, it's time to learn how to sell to shortening businesses in the new economy.

Selling is one of the hardest tasks you'll ever undertake. So it shouldn't come as a surprise that landing new customers in this industry is a lofty ambition that demands diligence and respect.

The majority of shortening 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 shortening businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.

Create a Plan

There is nothing random about effective shortening business sales. The industry is filled with seasoned veterans who know their way around the marketplace.

As a result, top B2B sellers know better than to leave anything to chance. Before they launch major sales initiatives, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and more. Although you might be able to get away with a skeletal strategy in some industries, the shortening business industry will devour your sales team unless you go into it with a carefully crafted blueprint.

How to Generate Solid Leads

There aren't any standard rules for generating solid sales leads. However, leading sellers typically adopt a systematic approach inlead generation. When possible, businesses that sell to shortening businesses should take steps to automate the lead generation process through the use of technology and networking activities.

One option worth considering is the use of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.

At Gaebler, we advise our business partners to explore Experian Business Services for shortening business lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.

Sales Team Considerations

Most of the businesses that sell to shortening businesses take a team sales approach.

Although your team may consist of individual sales reps, each rep has to recognize that they are part of a larger sales unit and selling strategy. There is simply no room for solo sales in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to incorporate teamwork into their leadership styles.

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