5 Must Haves

for B2B Sales Consultants

If you are considering starting a B2B

consulting firm or you’ve been doing it

a while—and struggling—here are

five must haves:

1. Turn Key Content

Turn Key Content

A training toolkit full of ready-to-use sales training resources is an essential element for B2B sales consultants.

Turn Key Content

Savvy consultants have figured out how to expand their training toolkit as a result of partner programs for sales trainers and consultants. These programs not only enhance the amount of training content available and a consultant’s sales training expertise, they also pay a commission!

2. Diversified Training Curriculum

Diversified Training Curriculum

Not all salespeople learn the same way. Providing B2B sales training delivered by different methods significantly increases the likelihood of retention and application of the material. Retention and application are the first couple of steps to revenue!

Diversified Training Includes the Following Delivery Methods:

On-site workshops

Online training

Distance meetings

Sales meeting kits the customers can facilitate

3. An Account List Management System

Account List Management

Part of being a consultant involves selling new customers. In essence B2B sales consultants are also B2B salespeople. World-class salespeople and sales organizations use an account list management system to focus on high priority sales activities.

4. Participatory Training That

Combines Learning With Earning

Combine Learning With Earning

B2B sales training that engages sellers in selling is extremely attractive to sellers and sales managers that hire consultants like you! This combined approach is a win-win-win:

Sellers win because they close business and earn commission

The sales organization wins because they improve revenue

You win because it improves the customer’s ROI (this makes you look great)

5. A Finger on the Pulse of Innovation

Two Things That Have Evolved Recently: Inbound Marketing

Inbound marketing—a great way to convert strangers into customers using thought leadership and software from companies like HubSpot.

Predictable Lead Source = Predictable Revenue

Combine traditional outbound marketing with inbound marketing and a division of labor sales process and great things happen. Understanding these contributes to the growth of your sales consulting firm as well as the growth of your customers. Simply put, every B2B sales organization need leads to survive and grow!

How many of these must haves are in

your arsenal as a B2B sales consultant?

Do you have anything to add to this list?

Join the conversation at our blog. We offer tips and information

to help you grow your consulting business!