Running a franchise is akin to running a sales territory for a large company, agent or broker. Products and marketing comes from corporate. Franchises are all the same across the board by design, except one factor.
Executing an omnichannel strategy is crucial but very difficult for a busy salesperson. The salesperson has to be their own CMO that sets the strategies for personal branding, demand generation activities, social selling strategies, communications, market research for their patch, along with hitting their sales targets.
Getting through to a key stakeholder isn’t easy. Sometimes, if you cold call a high level person out of the blue with no point of reference, you risk pissing them off. The goal is to get a New Business Meeting with them.
You have a 10% chance of closing a deal when you do not have a Champion. A Champion will answer two crucial questions, “Why do anything?” and “Why buy now?” and will sell for you when you’re not there.