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Selling to Specialty Cases Businesses

These days, uncertainty is the only constant for specialty cases businesses. For B2B companies that are up to the challenge, specialty cases businesses offer a dependable channel for sales and revenues .

In recent years, specialty cases businesses have become hot prospects in the B2B marketplace.

Good sales teams combine personal motivation with a set of tools that equips them to address sales cycles that target specialty cases businesses. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.

How to Find Specialty Cases Business Leads

Leads are the foundation of successful selling. 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 specialty cases businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.

But the most reliable source of qualified sales leads is often a third-party lead list provider. If you're in the market for high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing updated and sorted lead lists that can be used for direct mail and other marketing efforts directed toward specialty cases businesses.

Niche Selling

New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.

In the specialty cases business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless the research confirms your expectations.

Sales Management Tips

Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.

In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.

Don't neglect the fact that specialty cases business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.

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