November 14, 2019  
 
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Selling to Niche Markets

 

Selling to Building Materials Businesses

The problem with selling to building materials businesses is that the wrong sales strategies can threaten your entire plan for success. For businesses that market to building materials businesses, the focused selling strategies discussed in this article can be important for breaking into the industry.

There are no one-size-fits-all strategies for selling to building materials businesses. The basis for success is the same as it is in many other industries.
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Don't be intimidated by the speed of the marketplace. Although speed is important, sales fundamentals and logical strategies will make the biggest difference in the success or failure of your selling efforts.

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Marketing Tips

In the B2B sector, sales and marketing are connected business activities. To succeed in the building materials business industry, you'll need to gain a solid foothold with buyers. Leading sellers are intentional about using their marketing dollars to establish and maintain a strong industry presence. Cost is a factor, but any channel that can increase your industry profile is worth considering.

Make sure you invest in a first-rate website. These days, building materials businesses frequently access vendors through online channels. An investment in a content-rich, user-oriented website is a must.

How to Evaluate Sales Staff

Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share hire quality candidates and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to building materials businesses.

Create a Plan

There is nothing random about effective building materials business sales. The industry is filled with seasoned veterans who know their way around the marketplace.

As a result, top B2B sellers know better than to leave anything to chance. Before they start selling, they create sales plans that address factors like market demand, competitive pressures, industry trends, pricing structures and more. Although you might be able to get away with a skeletal strategy in some industries, the building materials business industry will eat you alive unless you go into it with a carefully crafted blueprint.

More Articles on Selling

Given your interest in selling and in building materials businesses, you might find these additional resources to be of interest.

How to Qualify a Sales Lead

Mailing Lists for Building Materials Businesses

Closing a Complex Sale

Top Five Cold Calling Tips


Conversation Board

There is a tight knit community around businesses that sell to building materials businesses. If you have firsthand sales and marketing experience in this fast-paced industry, we invite you to submit your comments about today's B2B selling environment.


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