Sell to Your Target Market
Selling to Smoking and Curing Services Businesses
As the market recovers, smoking and curing services businesses are gradually bouncing back from the Great Recession and are positioned for investment. For businesses that target smoking and curing services businesses, the good news is that the right sales strategy can lead to fast conversions in this market.
Over the past several years, smoking and curing services businesses have experienced moderate growth rates compared to other businesses.
Most smoking and curing services businesses expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to smoking and curing services businesses, the steady execution of business fundamentals is just as important as your relationships with your customers.
How to Find Smoking & Curing Services Business Leads
Leads drive sales cycles. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of smoking and curing services businesses you obtain through your own efforts need to be qualified through personal contact and other qualification techniques.
But the most dependable source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward smoking and curing services businesses.
Your sales force is your most important sales asset. A first-rate sales strategy is ineffective if your sales team is unable to do their jobs effectively.
Most smoking and curing services businesses appreciate the value of sales professionals who are conversant in the industry and knowledgeable about their product lines. 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.
How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough 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 smoking and curing services businesses.
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