The proper application of fundamental techniques and technology-based solutions clearly influence outcomes. But in a B2B sales environment, they may be less important than other critical resources.
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Your approach will vary according to your situation and your company's unique business model. But in general, there are several things you will need to consider when devising a system for selling to watch retailers.
Tips for Selling to Watch Retailers
Businesses that sell to watch retailers live and die by the amount of information they have about their prospects, their products and their competition.
Successful sales strategies emphasize data collection routines and are adept at using that information as a tool for converting prospects to satisfied customers.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can dramatically improve your team's prospecting abilities and closing rates. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for watch retailers.
Lead lists are advantageous because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
CRM (Customer Relationship Management) technology is highly familiar to 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 evaluate their processes to make sure it is being used to its full potential.
In the B2B watches retailer industry, the inefficient use of CRM can put your business at a competitive disadvantage.
We think you may find these additional resources to be of interest.
If you currently own a watches retailer, you are in the wrong spot. These resources will come in handy:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.