Selling to Businesses
Selling to Rock and Stone Dealerships
If your business is having trouble reaching sales targets, put your phone on hold and take a look at our tips on selling to rock and stone dealerships. We've got knowledge you need to generate more sales to rock and stone dealerships throughout the U.S..
Over the past several years, rock and stone dealerships have become high value targets in the B2B sector.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. On the upside rock and stone dealerships are plentiful, but the challenge is to acquire and retain new accounts.
How to Find Rock & Stone Dealership Leads
Leads are the foundation of successful selling. The first step in lead generation is to survey the local market. From there, you can expand your search to include the yellow pages, Internet searches and trade listings.
The names of rock and stone dealerships you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most dependable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing precise, targeted lead lists that can be used for direct mail and other marketing efforts directed toward rock and stone dealerships.
Sales Team Considerations
Most of the businesses that sell to rock and stone dealerships leverage a team sales approach.
Although your team may consist of individual sales reps, each rep has to recognize their role in the team strategy. There is simply no room for lone rangers in this industry! Team-based training programs and other initiatives can be beneficial, but the best strategy for encouraging buy-in to a team sales model is for owners and managers to become role models for teamwork.
Casting a Broad Net
The first step in selling to rock and stone dealerships is to cast a broad net. Strategies that limited to the local market are not likely to succeed in an environment that is becoming increasingly reliant on e-commerce and other long distance marketing channels.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to expand your territory to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.
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