When and How to Leverage B2B Sales Consulting for Business Growth

Sales are tough. And in the world of B2B, it's even tougher. With longer sales cycles, complex decision-making processes, and multiple stakeholders involved, closing deals can feel like an uphill battle, especially when you lack resources to set up a proper strategy and develop an efficient process.

That's where B2B sales consultants come in.

These seasoned professionals guide you through the challenging terrain of B2B sales, bringing in a wealth of experience and expertise and helping you overcome challenges and achieve growth.

In this blog post, we’ll explore what B2B sales consultants do, when it’s the best time to bring them in, what the consulting process looks like, and more.

What Are B2B Sales Consultants and What Do They Do?

B2B sales consultants are seasoned professionals who specialize in helping companies improve their sales performance. They can work independently or as part of a consulting firm, bringing a wealth of experience and expertise to the table.

The primary goal of sales consultants is to help you sell more effectively and efficiently to other businesses, no matter whether they are large companies, risk-averse prospects like banks, SaaS companies, etc. They achieve this by analyzing your existing sales processes, identifying areas for improvement, and implementing strategies to optimize your sales efforts.

The work of B2B sales consultants revolves around the following areas:

Sales Strategy Development

B2B sales consultants aren't just about quick fixes — they're about building a solid foundation for long-term success, starting from your sales development strategy to the overall sales strategy.

1. Before diving into strategy, sales consultants roll up their sleeves and conduct in-depth market research. They'll dig deep to understand your target audience, their pain points, and their buying behaviors. They'll also analyze your competition and industry trends, identifying potential threats and opportunities. Armed with this knowledge, they'll help you uncover hidden growth opportunities and tailor your sales approach to resonate with your specific market.
2. No more wasting time and resources on low-quality leads. Your consultant will help you define your ideal customer profile (ICP) with laser-sharp precision. This ensures your sales team focuses on the most promising prospects, those most likely to convert into paying customers.
3. Your sales process is the engine that drives your revenue. But if it's clunky and inefficient, it's holding you back. Your consultant will analyze your existing sales process, identify bottlenecks and inefficiencies, and recommend improvements to streamline your operations. This could involve anything from automating repetitive tasks to refining your sales pipeline stages.
4. Launching a new product or expanding into a new market can be difficult. Your consultant will help you develop a comprehensive go-to-market strategy, ensuring a smooth and successful entry. They'll help you define your messaging, identify the right channels, and execute your launch with confidence.

Sales Team Enablement

B2B sales consultants excel in sales team enablement, equipping your sales force with the tools, knowledge, and strategies they need to succeed in the challenging B2B sales environment and win even the most complex sales deal.

1. B2B sales is complex and requires a unique set of skills and strategies. Your consultant will provide comprehensive training and coaching to your sales team, covering everything from prospecting and lead qualification to negotiation and closing techniques. They'll help your reps build confidence, overcome objections, and master the art of persuasive communication.
2. Imagine having a detailed roadmap for every stage of the sales process. That's precisely what a sales playbook does for you. Your consultant will work with you to create a detailed sales playbook with best practices, scripts, and objection-handling techniques for each step of the customer journey. This valuable resource helps you improve consistency and efficiency of your efforts and empowers your sales team to deal with the most challenging sales scenarios with ease.
3. Data-driven insights are key to sales success. Your consultant will help you establish performance metrics and tracking systems to monitor your sales team's performance. This allows you to identify areas for improvement, recognize top performers, and make informed decisions to optimize your sales efforts.

Lead Generation and Conversion

B2B sales consultants help you attract, nurture, and close deals with the most promising prospects.

1. Your consultant will develop and implement targeted lead-generation strategies, leveraging a mix of inbound and outbound sales tactics to attract qualified leads. They'll help you create compelling content, optimize your website for lead capture, and leverage social media and email marketing to reach your ideal customers.
2. Not all leads are created equal. Your consultant will help you create a robust lead qualification process to identify the most promising prospects. They'll help you define lead scoring criteria, implement lead nurturing campaigns, and sales teams focus their efforts on the leads most likely to convert. 
3. Getting prospects to say "yes" is the ultimate goal. Your consultant will analyze your conversion data, identify areas for improvement, and implement strategies to boost your closing rates. For instance, refining your sales pitches, addressing common objections, or even implementing a sales enablement platform to streamline your sales process.

Account Management and Growth

B2B sales consultants understand the value of long-term customer relationships and will help you cultivate them for sustainable growth.

1. Your key accounts deserve special attention. Your consultant will develop detailed account plans, identifying opportunities for upselling, cross-selling, and expansion. They'll help you understand your customers' needs, anticipate their future challenges, and proactively offer solutions to keep them engaged and satisfied.
2. Strong customer relationships are built on trust and mutual respect. Your consultant will help you foster those relationships, ensuring your customers feel valued and appreciated. You’ll learn how to implement effective communication strategies, address customer concerns promptly, and go the extra mile to exceed expectations.
3. Losing customers is not only costly but also damaging to your reputation. Your consultant will help you implement proactive customer retention strategies to reduce churn and keep your customers coming back for more. You’ll be able to identify at-risk accounts, address their concerns, and proactively offer solutions to keep them engaged.
4. Your consultant will also help you leverage technology and analytics to gain valuable insights into your sales performance and customer behavior. These insights are vital in the sales process and its potential outcomes.
5. Your consultant will help you select, implement, and optimize a CRM system that aligns with your business needs. This will allow you to centralize customer information, track interactions, and gain a 360-degree view of your customers.
6. Your consultant will help you leverage sales analytics to track key performance indicators (KPIs), identify trends, and make data-driven decisions to improve your sales outcomes. They'll help you uncover hidden insights, optimize your sales strategies, and drive continuous improvement.

Why Should You Invest in B2B Sales Consulting?

Let's be real, sometimes you need a fresh pair of eyes. A B2B sales consultant isn't just another expense, it's an investment that can pay off big time.

Think of it like bringing in a seasoned basketball coach to help your team win the championship. They'll bring a wealth of knowledge, experience, and an outsider's perspective that can completely revitalize your sales efforts.

No, success cannot be guaranteed, but this surely increases your chances. You will:

• Gain an external perspective through a fresh, unbiased view of your sales process, finally understanding potential blind spots you might have missed
• Get innovative solutions that your internal team may have overlooked due to being too close to the product/service (ever heard the saying, "You can't see the forest for the trees"?).
• Tap into specialized expertise, as B2B sales consultants live and breathe sales methodologies, market trends, and industry best practices and can quickly assess your situation, diagnose the root causes of your sales challenges, and recommend tailored solutions based on proven strategies.
• Speed up sales growth through optimized outsourced sales development processes, improved lead generation, elevated closing rates, and expanded existing accounts, which all translates into a significant increase in sales revenue and market share.
• Have your team collaborate more efficiently, thanks to insights from consultants, which can provide expert training and coaching.

Who Can Benefit from Sales Consulting Services?

Whether you're an emerging startup or a seasoned enterprise, B2B sales consulting can be a game-changer. Here is how B2B sales consultants can help different organizations.

Tech Startups

• Craft effective sales processes
• Train new sales teams
• Position products in competitive markets

Mid-Size Businesses

• Provide guidance for revamping sales processes
• Improve team performance
• Assist with expansion into new markets

Enterprise-Level Organizations

• Optimize sales functions
• Drive innovation
• Maintain competitive edge
• Assist in training large teams and managing extensive client portfolios
• Implement cutting-edge sales technologies

SaaS Companies

• Develop strategies tailored to subscription models
• Build customer acquisition and retention strategies
• Improve upselling and cross-selling
• Maximize customer lifetime value and drive recurring revenue

Industries with Complex Sales Cycles

• Help shorten sales cycles
• Improve win rates
• Identify key decision-makers, tailor messaging, and build relationships leading to closed deals

Companies Undergoing Major Transitions

• Ensure smooth navigation of challenges during mergers, acquisitions, or significant changes
• Integrate sales teams, align processes, and maintain customer relationships during transitions

When Should Companies Consider Hiring a B2B Sales Consultant — 12 Common Scenarios

Think of a B2B sales consultant as a doctor for your sales organization. You wouldn't wait until you're on your deathbed to see a doctor, would you?

The same goes for your sales. There are certain symptoms and situations that signal it's time to bring in a specialist.

Stagnant or Declining Sales

If your sales numbers have flatlined or are heading south, it's a clear sign that something's not right. A consultant can diagnose the root causes, whether it's a flawed sales process, an underperforming team, or a misaligned strategy. They'll help you get back on track and reignite your growth engine.

Missed Sales Targets

Consistently failing to hit your sales targets is a major red flag. It indicates underlying issues that need to be addressed.

A consultant can help you identify those issues, whether it's a lack of qualified leads, poor conversion rates, or ineffective sales techniques. They'll help you bridge the gap between your goals and your reality.

Inefficient Sales Processes

If your sales team is bogged down by inefficient processes, long sales cycles, or a lack of clear direction, it's time to streamline. A consultant can analyze your current workflow, identify bottlenecks, and implement best practices to improve productivity and accelerate sales velocity.

High Customer Acquisition Costs

Acquiring new customers shouldn't break the bank. If your customer acquisition costs are sky-high, it's a sign that your lead generation and qualification processes need an overhaul.

A consultant can help you optimize those processes, ensuring you're targeting the right prospects and maximizing your return on investment.

Low Conversion Rates

Generating leads is only half the battle. If you're struggling to convert those leads into paying customers, it's time to refine your sales approach.

A consultant can analyze your sales pitch, objection-handling techniques, and closing strategies, helping you turn more prospects into loyal customers.

Lack of Sales Expertise

Sometimes, your internal team simply lacks the specialized knowledge or bandwidth to tackle complex sales challenges. A consultant can provide the expertise and guidance your team needs to upskill, overcome obstacles, and achieve their full potential.

Launching New Products or Services

Introducing new offerings to the market requires a well-crafted go-to-market strategy. A consultant can help you identify your target audience, develop compelling messaging, and choose the right channels to reach your ideal customers, ensuring a successful launch and maximizing market penetration.

Expanding into New Markets

Expanding into new markets is an exciting but challenging endeavor. A consultant can help you assess market potential, identify target customers, and develop a tailored sales approach that resonates with the local culture and business practices.

Sales Team Performance Issues

If your sales team is underperforming, it's time to take action. A consultant can assess their skills, identify training needs, and provide coaching to improve their effectiveness.

They can also help you create a more positive and motivating sales culture, fostering a high-performance environment.

Mergers and Acquisitions

Mergers and acquisitions can be disruptive, but they also present new opportunities. A consultant can help you integrate sales teams, align sales processes, and capitalize on new opportunities to drive growth and maximize the value of the combined entity.

Limited Internal Resources

If your company has limited internal resources to dedicate to sales improvement initiatives, a consultant can provide the external support and expertise you need to drive change. Their seasoned B2B sales outsourcing specialists will act as an extension of your team, bringing fresh ideas and proven strategies to the table.

Desire for Rapid Growth

If you have ambitious growth goals but aren't sure how to achieve them, a consultant can help you develop a scalable sales strategy and build a high-performing sales team that can deliver results. They'll help you lay the groundwork for sustainable growth and long-term success.

What Does the B2B Sales Consulting Process Look Like?

Here's a glimpse into what that process typically looks like:

Step 1: Initial Assessment and Discovery

Think of this as the "getting to know you" phase. Your consultant will dive deep into your business, understanding your goals, target market, current sales processes, and the challenges you're facing.

They'll conduct interviews with key stakeholders, analyze your sales data, and review your existing materials. It's like a thorough health check-up for your sales organization, uncovering hidden strengths and weaknesses.

Step 2: Sales Strategy Development

Armed with a deep understanding of your business, your consultant will craft a tailored sales strategy that aligns perfectly with your goals. This isn't a one-size-fits-all approach; it's a customized roadmap designed to maximize your sales potential.

They'll help you define your ideal customer profile, optimize your sales cycle, enhance your team's performance, and leverage the right technology to streamline your efforts.

Step 3: Implementation and Execution

This is where the rubber meets the road. Your consultant will work closely with your team to implement the agreed-upon sales strategy.

They'll provide training and coaching, help you implement new processes and sales acceleration tools, and create compelling sales materials. It's about turning those strategic plans into tangible actions that drive results.

Step 4: Performance Measurement and Analysis

Your consultant will continuously monitor key performance indicators (KPIs) to measure the effectiveness of the implemented strategies. They'll track sales revenue, conversion rates, average deal size, and other critical metrics.

This data-driven approach allows for real-time adjustments and optimizations, ensuring your sales strategy stays on course.

Step 5: Ongoing Support and Optimization

B2B sales consulting isn't a one-and-done deal. It's an ongoing partnership focused on continuous improvement. Your consultant will provide ongoing support, answering questions, addressing challenges, and making adjustments as needed.

Step 6: Communication and Collaboration

Throughout the process, open communication and collaboration are essential. Your consultant should keep you informed every step of the way, sharing their findings, recommendations, and progress updates.

You should also provide regular feedback and actively participate in the decision-making process. It's a two-way street, built on trust and mutual respect.

What to Look for When Hiring a B2B Sales Consultant

Choosing the right B2B sales consultant is like finding the perfect dance partner. You need someone who understands your rhythm, complements your strengths, and can guide you gracefully across the sales floor.

But with so many consultants out there, how do you find the one? Here's a checklist to help you make an informed decision.

Relevant Experience and Expertise

You wouldn't hire a plumber to fix your electrical wiring, would you? The same goes for sales consultants. Look for someone with proven experience in your industry or a similar one.

They should understand your target market, buyer personas, and the unique challenges of your sales cycle. Ask about their track record, request case studies or references, and make sure their expertise aligns with your specific needs.

Specialized Skills

Every business has its own unique sales challenges. Identify the areas where you need the most help, whether it's lead generation, closing deals, or sales team training. Ensure the consultant has the specialized skills and knowledge to address those specific pain points.

Also, consider whether you need someone who can provide both strategic guidance and hands-on implementation support.

Methodology and Approach

Ask about the consultant's methodology and approach to sales consulting. How do they diagnose problems? What strategies do they typically recommend?

Make sure their approach aligns with your company's culture and values. You want a consultant who's not just a good fit on paper, but also a good fit in person.

Communication and Collaboration Skills

A successful B2B sales consultant is more than just a subject matter expert; they're also a skilled communicator and collaborator. They should be able to clearly explain complex concepts, actively listen to your concerns, and work effectively with your team.

Open and transparent communication is key to a productive and successful engagement.

Cultural Fit

Choosing a consultant who understands and respects your company's culture is crucial. They should be able to adapt their approach to fit your organization's unique dynamics and work seamlessly with your team.

A good cultural fit fosters trust, collaboration, and ultimately, better results. Make sure you choose a consultant with whom you feel comfortable and confident. A good rapport with your consultant can lead to a more productive and successful engagement. Remember, you'll be working closely with this person, so it's important to feel a connection and sense of trust.

Cost and Value

Discuss the consultant's fees and payment structure upfront. Consider the value they bring to the table in terms of their expertise, experience, and potential impact on your sales performance.

Look for a consultant who offers transparent pricing and can provide a clear estimate of the return on investment you can expect. 

References and Testimonials

Don't just take their word for it. Ask for references from other companies the consultant has worked with.

Contact these references to get their honest feedback on the consultant's performance, professionalism, and results. Hearing from others can give you valuable insights and help you make a more informed decision.

Why Choose AltiSales' B2B Sales Consulting Services?

At AltiSales, we don't just talk the talk; we walk the walk. We're not just consultants; we're your strategic partners, invested in your success.

But don't just take our word for it. Our track record speaks for itself.

Proven Track Record and Expertise

We've helped countless businesses across various industries achieve remarkable sales growth. From startups to Fortune 500 companies, our clients have seen significant improvements in their sales performance, lead generation, and overall revenue.

Comprehensive Service Offerings

We understand that sales success isn't achieved in isolation. That's why we offer a comprehensive suite of services, covering every aspect of your sales organization.

From sales strategy development and process optimization to sales team training and technology implementation, we've got you covered. We'll work with you to identify your specific needs and tailor our services to deliver maximum impact.

Data-Driven Approach

We believe in the power of data. Our approach is rooted in rigorous analysis and measurement. We'll dive deep into your sales data, identify bottlenecks, and track progress to ensure our recommendations are based on solid evidence.

This data-driven approach allows us to make informed decisions, optimize your strategies, and deliver measurable results.

Customized Solutions

We know that every business is unique, with its own set of challenges and opportunities. That's why we take the time to understand your specific needs and develop customized solutions that fit your business like a glove.

We don't believe in a one-size-fits-all approach; we'll work with you to craft a strategy that's tailored to your goals and your market.

Scalable Services

Whether you're a small startup or a large enterprise, our services are designed to scale with your business.

We'll be there to support you every step of the way, from your initial growth phase to ongoing optimization and expansion. We're committed to building long-term partnerships that evolve with your needs.

Strong Communication and Collaboration

We believe that open and transparent communication is the foundation of any successful consulting engagement. We'll keep you informed every step of the way, providing regular updates, insights, and recommendations.

We'll also actively listen to your feedback and ensure you're involved in the decision-making process.

Your Success is Our Priority

At AltiSales, we genuinely care about our clients. Your success is our success. We're passionate about helping you achieve your goals and are willing to go the extra mile to support you.

Transform Your B2B Sales Strategy with AltiSales

At AltiSales, we’re 100% devoted to developing a customized plan that delivers results and positions your business for long-term success. With our tactics and support, you’ll build a steady pipeline, improve your conversion rates, and create sustainable sales processes that work in your favor.

Whether you’re a newbie startup with limited cash or an established enterprise that needs to scale efficiently, we have a solution.