5 Traits of a World-Class B2B Sales Consultant
Nov 22, 2014
5 Traits of a World-Class B2B Sales
Consultant
There are plenty of B2B sales consultants in the world. However, very few are excellent
at what they do.
World-Class sales consultants have the
following five characteristics in
common. How many do you share?
A World-Class Sales Consultant
is:
1. Focused on Relationships
The ability to develop relationships at all levels of an
organization—from CEO to Account Manager—is a gift that few consultants possess. Input from user buyers throughout an
organization helps when developing a customer
engagement plan as well as the proposal to secure the business.
2. ROI FocusedWorld-class consultants
discuss client expectations with their customers on a regular basis and conduct scheduled ROI meetings to
make sure they are meeting the expectations of
customers.
They retain at least 90% of their customers every year.
3. Engaged Beyond the
Conference Room
B2B sales consultants that live in the conference room, die in the conference room!
The best consultants are not afraid to spend time in
the field with the sellers they are training and
developing.
4. A Content CreatorDeveloping B2B sales
training resources and content is not an easy task while serving customers. World-class consultants understand the needs of
their clients and know how to develop training
resources that helps improve sales performance.
5. Up to Date and In the Know
The best B2B sales consultants have the desire to stay current
on new innovations and are constantly tapping into new
things that help their customers. Things like:
• Inbound marketing
• Creating predictable revenue• CRM use
• Using partner programs to expand B2B sales training
resources
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