Expertise and Relationships are key to accessing major industrial and institutional markets. Very large corporations spend $100’s of millions on Customer Attraction, Acquisition, and Retention each year. They do so, to retain access to sell products and services into major industrial markets. Historically, Sales & Marketing into industrial accounts was dominated by trade magazines, trade shows and face to face selling.
However, today’s market requires a greater set of skills from Sales Representatives. This is especially true for small to mid-size Industrial Service Firms. These firms, typically built through their founder’s hard work and industry contacts and have a difficult time making the leap from founder driven to professional sales-driven organizations.
Upland Sales’ clients have found that we bridge this gap by providing Professional Sales Representatives who possess extensive market knowledge and deep industry relationships.
At Upland Sales, we use the very best technologies for our Customer Relationship Management (CRM), End User Insight, Marketing Automation Tools and Project Management.
Combining Upland Sales’ market knowledge and industry relationships with leading-edge technologies allow us to focus on delivering results for our clients. Our clients gain new customers in industries and end-users they could never before could reach. Let Upland Sales introduce your service offering to these industrial markets.
Great salespeople create demand, good salespeople identify a need, average focus on perceived needs.
Contrary to popular belief, sales is not the act of convincing others to buy. At its greatest form, Business to Business (B2B) sales is about a deep understanding of the end-users business. A great salesperson must work very hard to become a trusted advisor before they become a “rainmaker” in their own company.
Trusted advisers focus on understanding the end user’s value proposition and value promise, then they must dig deep to identify performance gaps that negatively affect the value promise. In industry, value promise can be different too many
stakeholders. A refinery has neighbors, suppliers, employees, shareholders along with commercial and consumer customers.
Safe, Quality, Cost-Effective, Profitable and Readily Available Fuel Supplies are essential for materials and people to move around our Country, Most of us think Oil Refineries produce only Gasoline and Diesel. However, these industrial facilities also provide Aviation Gasoline, Jet Fuel, Propane, Butane, LPG, Light Naphtha, Kerosene, Industrial Gas Oil, Heating Oil, Asphalt, Propylene, Aromatics, Wax, White Oil, Sulfur
and Pet Coke. A salesperson who is a trusted advisor understands this along with how geopolitical, economic activities and regulations affect a refinery’s ability to profitably meet its requirements for safe delivery of products to the market. They understand the technical requirements and conditions in which a refinery must operate. Then and only then do they determine how their product/service adds value to the end users value chain. Lastly, trusted advisers remain in their position of trust only by Safely Delivering on Commitments.
It is a long established fact that you cannot expect result without providing great value. Upland Sales provides contract Sales Representation for clients wishing to accelerate their revenue growth and new market penetration. Our industrial and institutional relationships number in the 1000’s, not hundreds. Our potential client’s product and services are closely reviewed so as to best match the given market or end-user targets. Likewise, our position as a trusted adviser at many end-users is always at stake. Therefore, we closely evaluate clients to determine if they meet the Safety, Quality and Financial performance requirements of our industrial end-users.
