The world is an uncertain place for emerging businesses and businesses are constantly evolving their selling strategies to keep pace with changes in the marketplace.
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The process of moving wineries from prospects to satisfied customers isn't a given. It takes proactive action from owners and managers to create a strategy that connects your products to your customer base.
Since marketing and sales go hand in hand, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.
Although there are no one-size-fits-all marketing strategies for wineries, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of wineries. For many businesses, these lists establish a framework for the rest of the sales cycle.
In a perfect world, you want your sales force to be self-motivated to perform at a high level. But to encourage constant improvement, consider offering sales incentives to sales reps that exceed winery sales targets.
Incentives don't have to break your budget -- sometimes a simple, affordable incentive that recognizes a team member's performance is more valuable than an expensive incentive that lacks recognition or prestige.
Know the Competition
Companies who sell to wineries face no small amount of competitive pressure.
Like it or not, there are many other businesses that sell similar product lines. Subsequently, wineries are regularly targeted for prospecting and tend to be extremely savvy about their buying options.
By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, conversations with wineries themselves may be the best source of information.
Given your interest in selling and in wineries, you might find these additional resources to be of interest.
If you have an existing winery, 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 list of sales guides below.