Drive and diligence are admirable characteristics for sales professionals. But selling to transportation companies businesses requires more than a desire to succeed.
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New entries to the marketplace need to develop a comprehensive sales plan that leverages the lessons that have been learned by the most successful players in the industry.
Product Knowledge Is Critical
In the real world, most transportation companies businesses aren't interested in undifferentiated, non-specific product and service offerings. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, differentiation can be the deciding factor in conversions. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to transportation companies businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
Marketing, Promotions & PR
Ambitious B2B entrepreneurs are often tempted to buy their way into the market. Rather than taking the time to develop relationships with transportation companies business owners, these companies flood the industry with high-priced marketing content in hopes of making rapid headway with buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can improve the flow of prospects to your team, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
With transportation companies businesses going online in record numbers, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the home base for all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.
Given your interest in selling and in transportation companies businesses, you might find these additional resources to be of interest.
If you currently own a transportation companies business, you are in the wrong spot. These resources will come in handy:
If you hope to open a transportation companies business, these resources should prove useful:
If you want sales tips for doing business in a different industry, you will enjoy our alphabetical directory of sales guides below.