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Niche Customer Sales Tactics

Selling to Wall Coatings and Finishes Businesses

Businesses that sell to wall coatings and finishes businesses face internal and external barriers to success. Properly applied, these strategies for selling to the wall coatings and finishes business market will dramatically improve sales.

Over the past several years, wall coatings and finishes businesses have experienced moderate growth rates compared to other businesses.

If your sales strategies lack horsepower, your entire revenue stream could be in jeopardy. Here are a few simple strategies you can count on to hit sales targets.

Role of Owners & Managers

Owners and managers are active players in selling to wall coatings and finishes businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.

By periodically accompanying your reps in the field, you earn their respect and gain insights about your customers.

Market Aggressively

Effective marketing directly impacts wall coatings and finishes business sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to take a careful approach to capture the attention of decision makers.

A large portion of your marketing efforts should focus on channeling leads to your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.

Aggressive Recruiting

Successful conversion rates begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.

Companies that sell to wall coatings and finishes businesses should be looking for energetic sales professionals with a self-directed work background. At the same time, you need to make sure your sales hires are team players. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.

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