How much money to spend on Sales Consulting?

As you are reading these words you are probably either an executive or partner or investor of a company. These people tend to have the sense of ownership. And this ownership way of thinking is not based on costs but on returns.

money and time

An owner rather cares about the return of investment (ROI) than the price tag of anything. Buying sales consulting is an investment so let’s see the return of investing in B2B Sales Methodologies.

Usually there are four areas to check about an investment:

  1. Rate of return – How much more money can sales consulting get you?
  2. Period of return – How quickly will your investment become profitable?
  3. Size of investment – How much does it cost?
  4. Risk of investment – Can you start small? (to check the verfiability of the ROI)

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What is Agile Sales?

My prime customers are business-, and IT-consulting companies so for them Agile means Scrum and Kanban and Sprints and Product Owners and Backlog Lists and all these things… Agile Methodologies were invented for software development. How could a software development methodology marry with sales methodologies?

– Easily!
Let’s have a look at the Agile Manifesto:

Now let’s translate it to Agile Sales!

  • Personalized messages to leads/prospects/clients
  • Return of investments for our clients over forcibly closed deals with big margins for us
  • Long term relationship
  • Forget Strategic Selling!

Continue reading “What is Agile Sales?”