Resources for Entrepreneurs

Selling More

Selling to Utility Location Services Businesses

These days, change is the only constant for utility location services businesses. Here's the information you need to boost sales to utility location services businesses around the country.

Most utility location services businesses depend on distributors and vendors. So, many B2B companies build their strategic plans around sales to utility location services businesses.

Don't let the fast pace of the marketplace trip you up. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.

Review Mechanisms

It's also important to implement regular review mechanisms to evaluate the effectiveness of both your sales team and your strategy. Internal review processes should be based on quantifiable data as well as direct input from utility location services businesses themselves.

If necessary, modify your hiring and/or strategy to accommodate changes in the marketplace.

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 utility location services business owners, these companies unleash an avalanche of 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.

Know Your Products

The truth is most utility location services businesses aren't interested in middle of the road products. Before they make a purchasing decision, 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 crucial for your sales team to be knowledgeable and smart. If you're selling a service to utility location services businesses, your sales force has to be educated in service features and be prepared to resolve customer concerns during the sales cycle.

Have Friends Who Might Like This Article?

Tweet via @gaeblerdotcom Share this on Twitter

Let them know on LinkedIn

Ready to Learn More? We Think You Might Like These Articles:


Additional Resources for Entrepreneurs

Lists of Venture Capital and Private Equity Firms

Franchise Opportunities

Contributors

Business Glossary