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Niche Customer Sales Tactics

Selling to Wholesale and Manufacturers Painting Equipment and Supplies Businesses

In today's business environment, change is the only constant for wholesale and manufacturers painting equipment and supplies businesses. With these useful selling tips, you can improve your sales model and increase your returns when selling to wholesale and manufacturers painting equipment and supplies businesses.

The majority of wholesale and manufacturers painting equipment and supplies businesses depend on distributors and vendors. So, many B2B companies build their strategic plans around sales to wholesale and manufacturers painting equipment and supplies businesses.

Companies that market to wholesale and manufacturers painting equipment and supplies businesses have to be prepared to communicate their product strengths to customers who are extremely knowledgeable about the marketplace. Here are some of the other things you'll need to sell products to wholesale and manufacturers painting equipment and supplies businesses.

Customer Profiles

Emerging sellers in the wholesale and manufacturers painting equipment and supplies business market are advised to profile key sales targets before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to convert high value wholesale and manufacturers painting equipment and supplies business leads.

In this industry, it is especially important for sellers to adopt a customer-centered sales philosophy. In general, wholesale and manufacturers painting equipment and supplies businesses are very skilled at spotting B2B companies that are out of touch with the industry and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.

Focused Messaging

Effective lead generation processes are vital for firms that sell to wholesale and manufacturers painting equipment and supplies businesses. Sales teams should be trained in basic lead generation as well as your company's typical prospecting routines. Lead lists obtained through legitimate third-party providers like Experian can improve the quality of your leads and reduce the time requirements for gathering prospect contact information.

But lead generation is only one piece of the puzzle. Of equal importance is the quality of the messaging you include in your sales and marketing strategy. Keep in mind that wholesale and manufacturers painting equipment and supplies businesses are educated buyers who are skilled in identifying empty promises. To get their attention, you'll need to create highly focused sales messages that emphasizes your product's strengths and value points.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be acceptable 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 wholesale and manufacturers painting equipment and supplies businesses.

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