A good sales strategy is the foundation of a solid revenue stream. So for businesses that sell to floor resurfacing materials businesses, there is no substitute for a strategic sales approach.
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The process of converting floor resurfacing materials businesses from prospects to satisfied customers isn't random. It takes intentionality from owners and managers to create a strategy that connects your products to your customer base.
Marketing, Promotions & PR
Ambitious B2B entrepreneurs are often tempted to buy their way into the market. Rather than taking the time to develop relationships with floor resurfacing materials business owners, these companies blanket the market with high-priced marketing content in hopes of gaining quick momentum with buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
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 floor resurfacing materials businesses that they want to add to their customer roster.
Since relationships are an important part of the selling process, meetings with floor resurfacing materials businesses leaders and their staff often form the backbone of the sales cycle. These meetings can also provide information that can be leveraged to exploit weaknesses in competitors' sales models.
Cooperation is a key feature of companies that succeed in selling to floor resurfacing materials businesses. Vertical business models simply aren't as efficient as models that emphasize collaboration between business units.
In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.
Given your interest in selling and in floor resurfacing materials businesses, you might find these additional resources to be of interest.
If you have an existing floor resurfacing materials business, you are in the wrong spot. These resources will come in handy:
If you want to start a floor resurfacing materials business, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our list of sales guides below.