We Need to Sell More
Selling to Yacht Service and Repair Businesses
It's a given that yacht service and repair businesses are high value sales targets in today's marketplace. This is the approach that will help you get started selling to this market.
The majority of yacht service and repair businesses depend on distributors and vendors. So, many B2B companies build their strategic plans around sales to yacht service and repair businesses.
With perseverance and strategy in your corner, it's possible to break into the industry and capture your share of the marketplace.
Marketing Mix
Since sales and marketing are connected business activities, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and emphasize techniques to reach key decision makers.
Despite the fact that there are multiple way to market to yacht service and repair businesses, 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 yacht service and repair businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.
How to Evaluate Sales Staff
Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may be enough 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 yacht service and repair businesses.
Niche Selling
New businesses that attempt to tackle the entire marketplace face a difficult task. A better approach is to customize your approach to an underserved niche.
In the yacht service and repair business industry, niches can be based on geographic, demographic or industry-specific factors. For niche sellers, advance research is essential. Don't assume that there will be demand for a niche product line unless the research confirms your expectations.
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