Sales and marketing are still very unregulated divisions in many distribution companies. It’s important to be strategic about how your sales resources are spent to generate the highest sales growth.

Follow these three simple strategies to give your sales team more focus.

1.    Put your customer first.

Many distributors have a similar product offering, and there will always be a competitor who sells a product for a lower price than you. How do you win a customer from that competitor? Focus on your value proposition. Added benefits like world-class customer service or a customer-friendly user interface can be the difference between winning and losing a customer.

2.    Don't try to make your sales process “one size fits all.”

Each customer has different needs; don't try to sell the same product to every customer. By looking at previous purchase patterns, your sales team will be more prepared to talk with the customer about their needs and be able to suggest helpful products. A more consultative sale will produce more satisfied and more loyal customers.

3.    Don't try to sell to everyone.

All resources are limited, including your sales resources. Make sure your sales and marketing efforts are focused on qualified accounts with the most estimated demand for your products. IMI can help you find these accounts in your market based on each customer’s demand. Email info@imidata.com for more information.