10 THINGS CUSTOMERS CONSIDER WHEN HIRING A B2B SALES CONSULTANT  KURT SIMA, THE CENTER FOR SALES STRATEGY @CSSPARTNERS

SALES ORGANIZATIONS CONSIDER MANY FACTORS WHEN

HIRING A B2B SALES TRAINING OR CONSULTING FIRM.  HERE’S A

LIST OF QUESTIONS A VP OF SALES MIGHT ASK WHEN

MAKING THE DECISION TO HIRE ONE FIRM OVER ANOTHER:

1. HOW MUCH WILL MY SALES ORGANIZATION’S PERFORMANCE IMPROVE?

2. HOW LONG HAS THE CONSULTING FIRM BEEN IN BUSINESS?

3. WHO ELSE HAS THE CONSULTING FIRM HELPED?

4. DOES THE CONSULTING FIRM UNDERSTAND MY BUSINESS OR INDUSTRY?

5. HOW DOES THE CONSULTING FIRM DELIVER SALES TRAINING?

6. DOES THE CONSULTING FIRM’S SALES TRAINING COMBINE LEARNING AND SELLING?

7. DO TACTICAL SALES INITIATIVES FOLLOW TRAINING COURSES AND WORKSHOPS?

8. WHAT ARE THE BACKGROUNDS OF THE CONSULTANTS THAT DELIVER TRAINING AND CONSULTING?

9. WHAT ARE MY ENGAGEMENT OPTIONS?

10. HOW MUCH DO THE SERVICES COST?

11. WHAT ARE PEOPLE SAYING ABOUT THE FIRM ON THE WEB?

IF YOU’RE A B2B SALES TRAINER OR CONSULTANT, HOW WOULD YOUR FIRM RESPOND

TO THESE QUESTIONS?\

CONTACT KURT SIMA !

KURTSIMA@CSSCENTER.COM @CSSPARTNERS\