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Sell to Your Target Market

Selling to Stadiums and Arenas Businesses

There's no question that stadiums and arenas businesses are excellent sales targets -- and that presents an opportunity to providers who want to improve bottomline profits. Using these tips for selling to the stadiums and arenas business market will dramatically improve sales.

Technology and technique are important. But in a B2B sales environment, they may be less important than other critical resources.

New entries to the marketplace need to develop a comprehensive sales plan that is built on industry fundamentals.

How to Communicate Your Message

Messaging is a critical weapon in your company's battle to capture market share. Confused messaging dilutes the sales cycle and makes it difficult for prospective customers to discern the value of your products.

Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.

The next step is to narrow the field to the contacts who are most likely to respond to your messaging. Although there are multiple ways to generate leads, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian are skilled at providing targeted lists of stadiums and arenas businesses that can be customized to your precise specifications.

Benefits of Networking

Networking broadens your prospect pool. In addition to raising your company's profile, it increases your credibility with stadiums and arenas businesses.

But more importantly, a strategy that emphasizes networking can be a lead generation machine. Sometimes the leads you generate through consistent and intentional networking will be leads that you had never considered before.

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 suffice 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 boosting sales and employee morale. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to stadiums and arenas businesses.

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