10 Things You Might Not Know About B2B Sales

Consultants

1. We frequently lie awake at night trying to come up with an idea for a great sales training workshop.

Some of us have figured out using a partner program is a great way to expand our sales training resources

and earn commission!

2. Most consultants do not use an account list management system (ALMS).

A properly installed ALMS adds focus and concentration on the following activities that help consultants grow their business:

• Converting new business prospects

• Increasing the billing of existing customers• Minimizing

attrition on existing customers

3. Balancing time in front of clients with creating sales training resources is always on our to-do list.

Some of us are lucky enough to have people on our team to develop new training resources, some are not.

We all get asked, "What new training courses or workshops do you have to offer?”

4. The best consultants use a combination of inbound marketing and outbound marketing to create a predictable lead source.

Check out these resources for insight into creating a revenue stream that is constantly flowing:

The Essential Step-by-Step Guide to Internet Marketing

Predictable Revenue by Aaron Ross

5. Some sales consultants have never been salespeople.

The best sales consultants have lived the life of a salesperson.

6. Some consultants have not been sales managers.

This is OK as long as you are not consulting sales managers!

7. We don’t like secrets!

The best B2B sales consultants are thought leaders… sharing our wisdom as often as possible. Blogs—like the Partner blog—and eBooks—like the 5 Hurdles Facing Sales Consultants—fuel the minds of fellow consultants.

8. Growth is always on our minds!

We are constantly asking ourselves, “How can I grow my consulting business?” Sometimes the answers are obvious, sometimes they are not.

We all know this fact: We either grow or we go out of business!

9. Virtually all B2B sales consultants have no formal consultant training.

There is no “consultant college” that offers a degree in consulting, so most consultants learn by doing or learn from other consultants (that learned by doing).

There are some great books on this topic that can improve the consulting and trainer expertise of many. Check out: Flawless Consulting by Peter Buck.

10. We get annoyed when people tell us they were consultants too when they were between real jobs.

Recently I had a cab driver tell me this. I must admit it impacted his tip! Plenty of us have been doing this for a long time and take pride in our profession.

Subscribe to our blog to keep up with our

thoughts on the B2B sales consulting world.