The Power of Marketing on the Sales Process

Does anyone in sales understand marketing? Does anyone in small business have the budget to do marketing? Good questions... The fact is marketing is something many people never figure out or never fully embrace because they don't understand the power of marketing on the sales process.

How powerful is marketing?

Marketing eliminates the painful part of selling. What's the most painful part of selling... prospecting! Show me a salesperson who loves to prospect, and I'll show you someone who is most likely into other sadistic practices when they're not at work. Seriously.

Prospecting is a necessary part of the sales process, in fact, it begins the entire process. Unfortunately, most salespeople don't want to engage in prospecting so they simply don't do it, or they subvert the prospecting procedures put in place by their company whenever possible. Sadly, some individuals simply take less money in a position and industry that doesn't require them to prospect.

For many sales professionals their companies market for them. In fact, their companies spend hundreds of millions of dollars a year on marketing. IBM, Xerox, Cadillac, Lexus, Century 21, Countrywide, State Farm and hundreds of others... So what if you don't sell Z-Series Servers for IBM? What then?

Market yourself. The fact is if you're a professional salesperson - you are the owner of your own personal services company. Don't want to take the time or spend the money to market? You better hit the streets and start cold-calling all day long on potential clients... scary.

SHOW ME HOW TO MARKET!

Sorry, that's not my area of expertise, but from my own personal selling experience, I have felt the difference between speaking with someone who wasn't expecting my call and someone who came looking for me and my product. What a difference in my composure, my confidence and my results. I do have some resources for you that you can check out, try these:

Google - Type in MARKETING RESOURCES
I know this is an easy way out from my end, but seriously, hit the web and find ANYTHING you can on the topic of marketing and start implementing marketing ideas into your personal business plan.

Jeff Nelson - Jeff can be found at jeff@soarinsales.com and is an authority on marketing. The best part about Jeff is that he understands selling. He sold first and jumped into marketing second. Most people who get into marketing never have sold anything other than their own marketing ideas. Jeff has in the field experience.

Jeff does special work with the mortgage industry. So if you're a loan officer or know of someone in that industry who needs marketing help check him out at http://www.loan-officer-marketing.com/.

Remember - Marketing eliminates the painful part of selling... and eliminating pain is always a good thing.

TK