Selling With Brand Power
First, a Foxnews.com article - Tech Companies Top Survey of Most Influential Brands with this ranking:
- Apple
- YouTube
- Wikipedia
- 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.
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Posted By Derrick Moe | Hiring Salespeople, Sales Techniques | |
