Winning With Niche Market Sales
Selling to Table Retailers
Without a doubt, table retailers are attractive sales targets in today's marketplace. To achieve success in the table retailer industry, you'll need to pay attention to the basics.
Initiative and perseverance are excellent personality traits for sales professionals. But selling to table retailers requires more than an impeccable work ethic.
If your sales strategies lack horsepower, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to keep your earnings statement in the black.
Sales Team Considerations
Most of the businesses that sell to table retailers take a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for mavericks 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 model team-based behaviors throughout the organization.
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.
Ideally, 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 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 specialize in providing targeted lists of table retailers that can be customized to your precise specifications.
Industry Developments
Inevitably, table retailers are constantly adapting to the marketplace. Companies that sell to table retailers need to evolve with their customers to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a competitive disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
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