Sell to Your Target Market
Selling to Stanchions Businesses
If your business is missing sales benchmarks, put your phone on hold and read our useful guide on selling to stanchions businesses. For entrepreneurs that market to stanchions businesses, the good news is that the right sales strategy can lead to fast conversions in this market.
As it turns out, stanchions businesses are subject to normal business demands; they respond to businesses that offer solid, affordable products.
In today's fast-paced B2B economy, initiative and strategy are two things that never go out of style � especially for companies that sell to stanchions businesses.
Developing a Marketing Plan
A robust marketing strategy is the basis of a successful sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your conversion rate will suffer.
Keep in mind that stanchions businesses are fast-paced operations with little patience for long sales cycles.
A thoroughly developed marketing plan helps to focus your selling proposition and deliver messaging in channels that are successful with your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that delivers results.
Sales Incentives
Whenever possible, 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 stanchions business sales targets.
Incentives don't have to break your budget -- sometimes just recognizing an employee's worth to the organization is more valuable than an expensive incentive that lacks recognition or prestige.
Message First, Targets Second
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 reduce your contact list to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of stanchions businesses that can be customized to your precise specifications.
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