Surprising Lead Gen Tip for Breaking Into a New Industry

Many sales consultants stress the importance of cold calling for making sales. When you’re starting off in a new industry, whether it’s your first sales job, or you’re a top marketing manager in a new position, you need leads before you can pick up the phone.

Now, obviously the lead for every industry / product will be different, but there is one general strategy that will be applicable to most industries.

Here’s my idea that’s so obvious, it’s often overlooked - taking a client away from your competitor. 

Here’s how:

1. Map the market and competition to see whom they are selling to , and go for those yourself. This is SO very easy to do, since the manufacturers usually have a section on their site telling you where to buy their goods and from whom.

2. Attend relevant trade shows and talk to not just the vendors but the participants, to again see who are the players in your industry and their clients.

This approach is especially helpful if you are selling to distributors. Your competitor’s dealer has the relevant experience selling this product, saving you both the market education and the distributor training.

The disadvantage is that you`ll have to convince them that you are better than their current vendor. But, hey, wait! Isn’t that SALES? So get out there and start selling to your new leads!

#leadgen #sales #selling #salestips

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Tal Paperin.

Strategist.

Currently holds the position of VP International Business Development at KSW.Solutions, an Israel based, International Consulting and Advising Company.  

www.KSW.Solutions

Tal Paperin was born in the USSR (1981), moved to Israel in 1990. He married an American, speaks Russian, Hebrew, English and Chinese, and has 3 children. After military service in the IDF/IAF (3 years, Master Sergeant, Crew Leader), he graduated Hebrew University (Jerusalem), 2 BAs (International Relations and Affairs + Eastern Asia studies + Chinese). He has over 12 years of diverse professional experience in International Sales and Marketing (B2B/B2C) - with specialization both in Biotec/Pharma/HiTec (SaaS, IoT etc) and Traditional Industries : DIY, Consumer Goods, Agriculture / Fresh Produce.

KSW`s Specialization is in Complex Sales, Strategic Planning, New Markets, Project Management, Negotiations, Distributors Management, Pre - and Post Sales and much more in EU, FSU/CIS, North America, China and APAC.