Selling With Brand Power

First, a Foxnews.com article – Tech Companies Top Survey of Most Influential Brands with this ranking:

1. Google
2. Apple
3. YouTube
4. Wikipedia
5. Starbucks

Now the lesson we have learned over time – salespeople whom sell for the market/brand leader often have difficulty moving to a company in the same market with less market share. This fact has played out time and again. The issue is simple, when you sell for a market leader, getting sales appointments is never as difficult as selling for a mom & pop competitor.

Hiring companies often think they have scored a coup by hiring a salesperson from the 800lbs. gorilla in their market. Most times, these salespeople are gone within a year once the difficulties of prospecting with a lesser-known company name becomes apparent.