Whether you’re new in sales or just started with a new company, the first steps you take are the most important for faster success.
Since the timeline to close a new sale is typically lengthier in manufacturing and industrial, here’s some tips to expedite that process.
If you’ve been given existing house accounts, you need to start there first and determine how much new opportunity exists with current customers. This will be the fastest way to a sale because you already have their trust and track record of performance.
The next fastest area would be to look back over the past three years of quotes and opportunities the company had with prospects. You’ve already secured their attention and been given the opportunity to provide pricing, but for whatever reason the deal wasn’t closed. Go back and revisit all of those opportunities and see if those companies have any new projects that you can provide pricing on.
