Selling to Businesses
Selling to Ready-mixed Concrete Dealers Businesses
The word is out that many ready-mixed concrete dealers businesses are expanding, and small businesses are striking while the iron's hot. For businesses that market to ready-mixed concrete dealers businesses, the streamlined sales strategies discussed in this article can be the key to gaining a foothold in the industry.
There's no such thing as an easy B2B sale. To succeed in this environment, you need a strategy that is built on the fundamentals of good business.
If your sales strategies aren't up to snuff, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to keep your earnings statement in the black.
Reaching Prospective Customers
Prospecting turns names into promising leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on adding names to their contact list that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, quality is just as important as quantity when prospecting for ready-mixed concrete dealers businesses.
Lead lists are helpful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) equip your sales personnel with a large quantity of targeted leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Developing a Marketing Plan
A solid marketing plan is the foundation of a profitable sales strategy. Your team might be stocked with highly capable sales professionals, but if they aren't supported by strong messaging and effective marketing channels, your conversion rate will suffer.
Keep in mind that ready-mixed concrete dealers businesses are busy operations with little patience for drawn out sales meetings and follow-up cycles.
A well thought-out marketing plan helps to focus your selling proposition and deliver messaging in channels that are successful with your customer base. When combined with a sales plan, a marketing plan offers an effective selling strategy that delivers results.
How to Evaluate Sales Staff
Periodic staff assessment is essential 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 suffice 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 ready-mixed concrete dealers businesses.
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