Winning With Niche Market Sales
Selling to Truck Dealerships
No doubt about it, truck dealerships are important sales targets for B2B operations that are prepared for a competitive marketplace. To dominate in the truck dealership industry, you'll need to closely adhere to a handful of sales fundamentals.
A good sales strategy is worth it's weight in gold. So for businesses that sell to truck dealerships, strategic sales planning is a prerequisite for success.
For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.
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 be acceptable 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 improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to truck dealerships.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with truck dealership owners, these companies blanket the market with high-priced marketing content in hopes of gaining quick momentum 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 dramatically increase the quality of your prospects, 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.
CRM (Customer Relationship Management) technology is standard fare for most B2B enterprises.
When used properly, CRM can enhance your company's interactions with customers and prospects. If you don't currently use CRM, there's no better time than the present to get started. Companies that already use a CRM solution need to analyze their processes to make sure it is being used to its full potential.
In the B2B truck dealership industry, the the under-utilization of CRM can put your business at a competitive disadvantage.
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