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.

Marketing Channels for Aluminum Castings Businesses

Although the ways in which sellers market their products are extremely diverse, there is one truth that applies to all aluminum castings business marketing strategies -- no single marketing channel is capable of delivering the sales volume that you would expect to see in a leading B2B seller.

Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.

Top sellers routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a high volume of leads that are up-to-date and targeted to high-converting prospects. In our experience, Experian Business Services has the largest and most accurate database of aluminum castings businesses on the market.

How to Evaluate Sales Staff

Regular sales force reviews are necessary for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop 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 aluminum castings businesses.

Research the Market

Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.

More importantly, they conduct research on the specific aluminum castings businesses that they want to add to their customer roster.

Since relationships can be critical in closing sales, meetings with aluminum castings businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can improve your competitive position.