10 things customers consider when hiring a b2b sales consultant

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Post on 29-Nov-2014

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If you’re a b2b trainer or consultant, how would your firm respond to these questions?

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  • 1. 10 THINGS CUSTOMERS CONSIDER WHEN HIRING A B2B SALES CONSULTANT KURT SIMA, THE CENTER FOR SALES STRATEGY @CSSPARTNERS
  • 2. SALES ORGANIZATIONS CONSIDER MANY FACTORS WHEN HIRING A B2B SALES TRAINING OR CONSULTING FIRM. HERES A LIST OF QUESTIONS A VP OF SALES MIGHT ASK WHEN MAKING THE DECISION TO HIRE ONE FIRM OVER ANOTHER:
  • 3. 1. HOW MUCH WILL MY SALES ORGANIZATIONS PERFORMANCE IMPROVE?
  • 4. 2. HOW LONG HAS THE CONSULTING FIRM BEEN IN BUSINESS?
  • 5. 3. WHO ELSE HAS THE CONSULTING FIRM HELPED?
  • 6. 4. DOES THE CONSULTING FIRM UNDERSTAND MY BUSINESS OR INDUSTRY?
  • 7. 5. HOW DOES THE CONSULTING FIRM DELIVER SALES TRAINING?
  • 8. 6. DOES THE CONSULTING FIRMS SALES TRAINING COMBINE LEARNING AND SELLING?
  • 9. 7. DO TACTICAL SALES INITIATIVES FOLLOW TRAINING COURSES AND WORKSHOPS?
  • 10. 8. WHAT ARE THE BACKGROUNDS OF THE CONSULTANTS THAT DELIVER TRAINING AND CONSULTING?
  • 11. 9. WHAT ARE MY ENGAGEMENT OPTIONS?
  • 12. 10. HOW MUCH DO THE SERVICES COST?
  • 13. 11. WHAT ARE PEOPLE SAYING ABOUT THE FIRM ON THE WEB?
  • 14. IF YOURE A B2B SALES TRAINER OR CONSULTANT, HOW WOULD YOUR FIRM RESPOND TO THESE QUESTIONS?
  • 15. CONTACT KURT SIMA ! KURTSIMA@CSSCENTER.COM @CSSPARTNERS