Over the past two weeks, we had the opportunity to chat with wholesale pro Nicole McIver about how to succeed at trade shows, from choosing the right trade show to standing out from the rest of the crowd. However, as McIver points out, running a trade show booth alone will leave you exhausted.
You’ll be fielding questions on all sides from visitors, and you may have your hands so full that you can’t attend to everyone. At times like this, it is crucial to have extra pairs of hands to help you succeed at the trade show.
However, hiring sales representatives for B2B is different from hiring retail staff for B2C. Although sales representatives for both markets aim to build on existing relationships with the customer to ensure retention, they have different selling styles. Retail sales often center on immediate gratification, while a corporate sales decision requires a longer time frame for planning and evaluation.
With this difference in mind, here’s three steps to create an amazing B2B sales team -- from hiring the right people, to training them, to equipping them with the tools to succeed.
That way, instead of your sales representatives having to deliver a new reprint of your catalog every month, they’ll be able to update customers with a phone call or email.
Now that we’ve covered how to hire, train, and equip your sales team to impress, it’s time to delve into the logistics side of things next week. As the B2B side of your business grows, you may want to stay ahead of the competition by offering perks that will make fulfillment a breeze for your buyers.
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