Selling to an Industry
Selling to Crushed Stone Businesses
The problem with selling to crushed stone businesses is that the wrong sales strategies can threaten your entire business model. For entrepreneurs that market to crushed stone businesses, the good news is that the right sales strategy can lead to rapid customer acquisitions in this market.
Many crushed stone businesses depend on distributors and vendors. So, many B2B companies build their business models around sales to crushed stone businesses.
A strong value proposition and a great strategy are requirements for companies who sell to crushed stone businesses. Although there are market challenges, emerging companies can gain traction by applying a handful of proven sales principles.
How to Find Crushed Stone Business Leads
Leads form the basis for winning sales strategies. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of crushed stone businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most dependable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward crushed stone businesses.
Sales Team Considerations
The majority of businesses that sell to crushed stone businesses take a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for lone rangers in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
Get To Know Your Market
Start with good market research, which is a prerequisite for profitability in this industry. Effective sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they conduct research on the specific crushed stone businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with crushed stone businesses leaders and their staff can establish a basis for the sales cycle. These meetings can also provide information that can improve your competitive position.
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