OUR SERVICES
Sales Consulting
Our consulting services guide your team in making the right decisions quickly and confidently, ensuring they are always prepared to take the best next action.
Guiding your team to make the right decisions quickly and safely
What We Offer
B2B sales coach and consultancy is needed when processes and messaging that worked for years no longer produce the same results. Revenue growth and customer retention start to wane even when everyone is working even harder than before. Sales declines are happening to all salespeople, telling us this is not a personal performance issue—broader changes are needed. Indicators that you need proper assistance:
- Growth is flat.
- Lead generation is less productive.
- Customers/clients are spouting competitive talking points.
- Customers/clients no longer ask for advice and counsel.
- Salespeople are spending less time with customers.
- We are receiving more surprising information than before.
Success often breeds complacency, even in the most diligent organizations. When new products launch and sales skyrocket, we focus on meeting demand, but before long, challenges arise—inventory builds up, license growth slows, and salespeople are spending more time in the office or home-office, and less time with customers. We may also see cracks in our previously impeccable customer service. Competitors sense these cracks and start to pounce, leading our salespeople to get more aggressive with existing strategies and tactics that cause us to miss new needs that have surfaced with customers.
The Five Abilities® B2B sales consulting guides you through an assessment of how your selling practices are keeping up with what and how customers and clients are currently buying. Our sales advisory services assess all things that affect sales, leading to the identification of changes within your control, which will return you to the healthy revenue growth and retention you once had.
THE FIVE ABILITIES®
B2B Sales Consulting
The Five Abilities® sales and marketing consulting reminds us of the common-sense things that customers and clients seek when choosing with whom they will do business. In our efforts to communicate everything to prospective buyers, we sometimes hide or miss the simple things B2B customers look for. In today’s world of automated selling and AI we often forget, especially in B2B, that people still make business decisions for personal reasons, and The Five Abilities® sales framework reminds us of the simple five things that customers must have to choose us.
The Five Abilities® sales consulting asks and answers these five things:
- Are we seen in the right way, by the right people, at the right time?
- Are we showing superior knowledge of our industry and that of our customers?
- Have we ensured the readiness of both the buyer, and us, the seller?
- Are we delivering on the personal reasons leading decision-makers to choose?
- Are we seen as dependable? Are we accountable when the unexpected happens?
Contact us for a free consultation to learn more about this service and how we can provide a holistic approach to improve your business’s performance.
FAQs
We look forward to helping your company with The Five Abilities® B2B Sales Framework.
How is sales consulting different than sales training?
Sales consulting considers actions and behaviors, in all professional disciplines, that impact customer acquisition and retention. Example: In all businesses, data and information are constantly updated. When in periods of great success, our time is consumed, and we choose to forgo internal information exchange. That once regular rhythm is postponed or cancelled. Once accurate information becomes stale which leads salespeople to unknowingly share mistruths, which damages credibility and reliability in the eyes of customers.
Do you have examples of non-salespeople benefitting from sales consulting?
I worked with a data analytics firm that specialized in healthcare administration and compliance. We scheduled sales training, which the VP of Product Development decided to attend the first hour—The Five Abilities® primer. 30-minutes into the session he left, which was no surprise to me and the VP of Sales. Within five minutes he returned with two members of his team saying my introduction gave him ideas of what his team could do to help the sales effort. He decided they would stay the entire day. We have people at all levels and disciplines participate in workshops, leading to consulting on what they could do to enhance the sales effort.
What are major objections to sales consulting and how to you address them?
Salespeople, especially seasoned ones, do not want to spend another day learning about sales. Most sales consulting and training focus on the steps to a close, often called the sales process. While process is needed, it is incomplete if you do not know why people choose to do business with you or a competitor. The Five Abilities® sales framework focuses on the latter, often leading to process enhancements. People from other disciplines often do not see how their decisions and actions affect the way prospective and existing customers view the company and offerings. The Five Abilities® highlights things that affect whether decision-makers and influencers see us in a positive or negative light.
