November 24, 2020  
 
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Selling to Niche Markets

 

Selling to Transportation Companies Businesses

First tier transportation companies businesses understand the value of every dollar. Here is the information you need to get started selling to this market.

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.

Internet Strategies

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.

More Articles on Selling

Given your interest in selling and in transportation companies businesses, you might find these additional resources to be of interest.

Sales Lead Scoring

Creating a Sales Prospecting Plan

Ways to Get Sales Leads

Mailing Lists for Transportation Companies Businesses


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Did we forget to mention something about marketing to transportation companies businesses? If so, tell us about your experiences selling in the industry and let's keep the conversation going.


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