Here's how you can make an impact in a crowded market as an outside sales professional.

One thing I've found useful is to categorize the products according to customers need. This will help in saving money, time and energy. Needs less effort and gives a better outcome.

Selling is person to person. I try to let them have a glimpse into the authentic me in each interaction. Even if it's email, there's a pic of me in my signature to sort of say, see, I'm real. But, getting to know your prospect or customer on a little bit of a personal level helps to build trust to where they're more open about the issues they need help with in the actual business setting.

Being more active on Linkedin is a way that has helped my customers feel like they know me or even feel like they see me more often than I really get in their door or on their ringer. Their seeing me gives them the thought that they see me all the time.

If you've earned your customer's trust to work on their issues together, you're ahead of most sales representatives. In packaging, I work to be the first call when my customer comes up with a new need that they haven't researched. If you're the first call, they trust you can help with the issue and expect you'll put in the work to help with the issue. Even better, if your product or service isn't the right fit, have the humility to admit such things and help them find the right fit for the issue.

Having a growth mindset is key. There is always something to learn from others. I try to be proactive seeking that learning and continuous learning so that I can be a more effective resource for my customers. And, on the flip side, listening more than speaking when with customers. There's a lot to learn from them where they're the experts in their business and you need to learn every facet in order to consult them on your potential solutions.

When networking, it's important to focus on what you can give to others and not what you can get from them. Do that sincerely while making sure you take good contact information and follow up in memorable and intentional ways, and you'll go much farther than seeking what you can get from others.

One thing I have found helpful is leveraging your customer base to sell for you. Peer to peer exchanges add instant credibility and can accelerate the sales process. Always ask a new customer to connect you with someone they think would benefit from your expertise or solution.