Looking for anyone in the community with Sales Consulting experience, specifically around:
(if there are any other areas you have experience in, definitely mention 'em in your reply - thanks!)
I did consulting for over a decade when I got tired of Corporate. I found my well-rounded background enabled me to consult around the corporate roundtable including sales and marketing. For those customers who were seeking improved sales, I had to approach it through both marketing and sales. I needed to understand their products and services, competitive differentiation, target market, etc. Then I interviewed salespeople, did ride-alongs on their customer calls, and role plays to hone their pitch.
I also looked at messaging and branding on their web sites and marketing materials to make sure what they were saying corporately matched the message being delivered by their salespeople. Made corrections as needed to get them aligned. Sometimes that meant designing and writing a new web site and marketing materials.
Also paid attention to the sales follow-up. What was their process? Calls? Emails? Scripting for those who needed it. Wrote series of emails for sales force to use for different selling scenarios. Set examples for new discovery questions.
Mentored and coached salespeople. Leveraged Challenger sales, Dale Carnegie and other methodologies I’ve gone through and like.
Looked at dress code and made recommendations on presentation skilling.
Most new sales folks are very transactional, so it is important to teach them how to have conversations that aren’t about SKUs and pricing and solutions.
Lots more. Ask me.
I sold Professional Services for several years for strategic roadmaps and salesforce implementations.