Aggregates Manager

October 2013

Aggregates Manager Digital Magazine

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Page 26 of 90

SALES AND MARKETING The first step in developing a focused sales strategy is to examine and classify each of your customers. Provide the for Each All customers are not created equally and your customer service should determine what is appropriate for each type of customer. by Joel Galassini Customer A re all customers created equally? This is a question that many sales managers have been faced with time and time again. We would like to think that each of our customers are unique and requires a different level of service and attention. Yet, when we look at servicing these accounts, do we really do anything different? What tools do we have at our disposal when it comes to calling on customers? Do we fall into the trap of relying on our relationships to get us that next price increase or to sell that key job? There are numerous sales representatives through- out the industry that will tell you that the relationship is the most important sales tool available. Yet, when pushed on the definition of a relationship, many of these same sales representatives cannot truly define the concept. What differentiates a good relationship from a bad relationship? How do we measure if the relationship is truly effective and good for our organization? These two questions are of great importance to each and every company in our industry. What is a good relationship? Is it simply one where our sales team gets the last look at a job? Is the relationship better when we get one last chance to cut AGGREGATES MANAGER October 2013 Sales&Marketing_AGRM1013.indd 25 25 9/18/13 3:34 PM

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