The Thomas Blog

Frustrated-seller
Sales

Top 3 Pitfalls for Industrial Sellers

Over time, sellers learn that not all customers are created equal, and some customers are more difficult to sell to than others.

That's because the industry is evolving and the buyer’s journey of an industrial customer is changing along with it. As an industrial business, how are you managing these changes — are you keeping up internally, or are you facing roadblocks when it comes to connecting with the right buyers and closing your sales?

In this post, we discuss three common pitfalls industrial sellers experience, important things to remember about the industrial buying and selling process, and how to make sure you're on the right track to closing those deals.

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New Customers
Sales

How To Sell To Your 4 Most Difficult Customers

Not all customers are created equally. Some will come to you fully informed and ready to buy. Others — likely the majority — require a great deal of time nurturing and educating. The worst are those that absorb a great deal of time and effort from sales professionals, only to reveal that they are not the right kind of customer for your business.

Thankfully, industrial businesses can leverage their website to help streamline and potentially expedite the sales process, while simultaneously weeding out unqualified buyers.

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Cold Calling vs. Warm Leads_ No Contest
Sales

Cold Calling vs. Warm Leads: No Contest

Cold calling used to be the most effective way to attract and engage prospects. Now, however, sales efforts driven by cold calling are simply not  as effective in the digital age when compared to warm leads driven by targeted, strategic marketing initiatives. 

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