Sales

  • Exploring the Stages of a Typical Material Handling Sales Cycle

    Posted On October 26, 2018 by SalesLeads, Inc.

    It can take more than a half-dozen communications between a material handling sales rep and a prospect to generate a sale. Plant and facility managers are naturally more hesitant to buy products and services than consumers. They must selectively choose products and services that are useful and valuable to their own company. And if you don't project the value and utility of your company's products or services, prospects probably won't buy them. The first step to boosting your material handling company's sales, however, is understanding the different stages in a typical B2B sales cycle. While no two material handling companies are the same, most use a similar sales cycle that consists of several basic stages.

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  • 5 Common Mistakes Electrical Contractors Make When Calling Prospects

    Posted On October 25, 2018 by SalesLeads Inc

    Even in the age of the internet and social media, calling remains one of the most effective communication channels for selling electrical products or services. Whether cold calling or warm calling, it offers a simple yet effective way for electrical contractors to reach prospects with their offers. Unfortunately, many electrical contractors are guilty of making the following mistakes when calling prospects.

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  • How to Generate B2B Commercial Construction Leads on LinkedIn

    Posted On October 23, 2018 by SalesLeads, Inc.

    Facebook isn't the only social media network where you can attract high-quality B2B leads for your commercial construction business. Although it generates the most traffic -- more than 2.2 billion unique visitors each month -- there are other, more effective social media networks for this purpose. LinkedIn, for example, is designed specifically for businesses and professionals, so it offers a higher level of versatility for B2B lead generation. If you're thinking about using LinkedIn to generate B2B leads for your commercial construction business, though, there are a few things you should know.

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  • 10 Tips to Attract Higher-Quality Air Compressor Leads

    Posted On October 23, 2018 by SalesLeads, Inc

    It's not the number of air compressor sales leads you attract that matters most. It's the quality of those leads. Unfortunately, many sales reps selling air compressors focus strictly on boosting their numbers. They assume that more leads will result in more sales. While the number of air compressor leads a company attracts can affect its sales, lead quality is a far more influential factor in air compressor sales success. This is why it's important for sales reps to target and attract high-quality leads.

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  • Office Furniture Sales Leads vs Prospects: What's the Difference?

    Posted On October 21, 2018 by SalesLeads, Inc.

    Many office furniture sales reps use the terms "sales lead" and "prospect" interchangeably. They believe that any potential office furniture customer is a lead or prospect, so they focus their sales efforts on nurturing these individuals through their sales funnel. While similar, though, sales leads and prospects are two different and unique entities. To learn more about office furniture sales leads and prospects, including how they differ, keep reading.

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  • What's the Average Sales Cycle for Meters & Controls Companies?

    Posted On October 20, 2018 by SalesLeads, Inc.

    If you own or work for a meters and controls company, you might be wondering how long a typical sales cycle is. Defined as the multi-stage process from when a customer makes initial contact with a company to when the he or she makes a purchase, your company's sales cycle plays an important role in its success. Of course, it also depends on the type of product being sold: filters, flow meters, heat exchangers, or natural gas can also affect the length of the sales cycle. However, if your sales cycle is too long, you may lose some potential customers midway through. But if it's too short, you may fail to effectively nurture prospects and convince them to buy your products or services. So, how long is the average sales cycle for meters and controls companies?

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  • Are you an Independent Sales Rep? Mistakes to Avoid When Nurturing Industrial Prospects Through the Sales Funnel

    Posted On October 19, 2018 by SalesLeads, Inc.

    It's no secret that industrial buyers are more difficult to convert, on average, than consumers. Statistics show that it takes up to 18 calls to even reach an industrial prospect. And once you've made the initial contact with a prospect, you must then convert him or her into a customer. With that said, you'll want to avoid making these mistakes when nurturing industrial prospects through your sales funnel.

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  • How to Increase B2B Sales in an Unpredictable Office Market

    Posted On October 19, 2018 by SalesLeads, Inc.

    Regardless of what exactly your B2B company sells, you'll probably experience ups and downs depending on the office market fluctuations. When there's high buyer demand and low competition in your market, you'll naturally sell more products or services. But when your market begins to decline, the opposite tends to happen: You sell fewer office products or services. While there's no way to control office market conditions, there are ways to increase your company's B2B sales in an unpredictable market.

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  • The Importance of Customer Retention in the Office Industry

    Posted On October 18, 2018 by SalesLeads, Inc.

    What's your company's customer retention rate for the office industry? Defined as the percentage of customers who make at least two purchases within a specific period of time -- typically a year -- it's important that you optimize your company's strategy to achieve a high rate. Statistics show that increasing customer retention rates by just 5% can yield an increase of up to 25% profits. If you're skeptical of the benefits of customer retention, keep reading to learn how it can help you sell to the office industry.

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  • 10 Easy Ways to Increase Sales Productivity for Professionals in the Industrial Marketplace

    Posted On October 17, 2018 by SalesLeads, Inc.

    Sales productivity is a key performance metric (KPI) that defines an industrial sales rep’s level of success. If your company sells to the industrial marketplace and your sales reps aren't productive, they'll sell fewer products or services. As a B2B sales rep, there are ways to increase your productivity and help your company achieve greater success. In this post, we're going to cover 10 easy ways to increase sales productivity for the industrial industry.

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