Selling Strategies & Tools

Just as a marketing strategy provides focus and direction for your marketing program, a selling strategy provides your sales team with a roadmap for developing profitable top line revenue. We stress profitable because most industrial organizations have limited sales & marketing funds. As a result, your sales team needs to focus on prospects who provide revenue at margins that enable you to meet your corporate profitability goals. We'll help you develop a selling strategy (and selling tools) that fit your specific needs and situation. Some typical 'real world" strategies include:

  • Leveraging existing customer relationships into new opportunities within the same company or the customer's sister companies.
  • Leveraging existing products by finding prospects who use or need those same kinds of products.
  • Targeting specific customers of your competitors who you know are being underserved or poorly supported by a competitor.
  • Putting more feet on the street (without adding overhead) by developing or expanding your independent rep program
  • Finding new applications and markets (and specific prospects) for existing products
  • Diversifying into adjacent markets
  • And more....lots more.


Once your selling strategies have been established, we will help you develop the selling tools you need to implement them...tools like:

  • Cold Call E-mails
  • Single Page Snapshots
  • Supplier Evaluation Checklists
  • Telephone Scripts For Follow Up Calls
  • Voice Mail Messages
  • Sales Call Questions
  • Lead Generation & Management Program
  • Sales Presentations Geared To Each Customer Segment
  • Product Literature
  • Hopper Programs To Nurture Prospects Through The Sales Funnel
  • Trade Show Strategies & Support
  • Collateral Materials
  • Website Development And Marketing
  • Public Relations & Editorial Marketing Programs
  • Industrial Advertising
  • Direct Marketing
  • Industrial Engineering Blogs
  • Webinars
  • Social Media Marketing Via
  • Distributor And Independent Rep Support Programs
  • Building And Managing A Customer And Prospect Database