Is Your Brand Working Hard for You?

March 27th, 2013

Sales is not an easy profession. By the very nature of the role you have to be able to deal with a lot of negativity and rejection. Most buyers say no. This is simply a fact. The job requires so much hard work – busy work, really – research, preparation, meeting planning, detail follow-up with emails and phone calls, all for brief “performances” with your prospect and customer.  Sales is 99% hard work, planning and preparation, and 1% actually selling.

There is so much we can do to be better sales people.  Reading about sales and going to workshops on sales technique is a must. Being prepared and planned everyday is critical. Many sales people sometimes wing it; they count on their strengths too much, and they don’t prepare to to maximize their time. They do too little in the way of the activities that are necessary to produce the volume of output their quota probably requires!

However, I have come to grasp that sales people can’t do it alone! Your company has to work hard on your behalf.  I believe a company must work hard on its brand, and that the brand must be an honest representation of what the company stands for, whats it personality and character are like, and what promise you can make to your prospects.

This is always a brand challenge for any business. Every business has a brand.  Sometimes the brand is intentional; sometimes it is the absence of a plan. In all cases your company gives the marketplace an impression of what it is all about and what it stands for.

In my experience, I have found that being an Outside-In® company matters. Our brand is about being all about the customer. Our brand is our culture, and our culture is how we view ourselves. You can call this our overall personality! This personality is how we help our sales staff add value and clearly how we stand out in a world that is terribly the same! We are definitely not the same. However, we are not different for the sake of being different.  Our difference is because we chose to turn ourselves inside out. We are what our customers need and want us to be!

Our culture and our values? 100% a reflection of employee behaviors that will best enable each employee to be the best they can be in the unique business landscape we all operate in today. Our brand is our culture.  Our culture is our values.

Remember, good marketing helps you amplify the truth, not pitch something that you wish exists. That is the difference!

Watch our video for our truth!

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