The nature of sales and marketing consulting is such that many professionals do not understand its true purpose. Since most sales forces are already operational and most marketing departments are already generating leads, consulting can seem like a misuse of resources. However, this is actually a great way to boost the capabilities of both your sales and marketing departments.
Lead generation is one of the chief purposes of sales and marketing consulting because the greater your number of leads, the better your company is doing. Without a large number of leads to work from, your sales department will have a difficult time avoiding the trap of endless cold calling — which is well known to be highly ineffective. The use of sales and marketing consulting allows your company to evaluate where you are getting your leads and make the choice of either getting far more leads from those sources or seeking out new sources.
When you develop any kind of lead generation strategy, you receive a certain number of leads from every avenue you pursue. These leads can come from anywhere, and naturally you want to quantify them. If a given place is generating a large number of leads, you can then choose to either enrich and further refine that source or allow it to continue while you develop another source. This is an individual business decision that you must make, but sales and marketing consulting can help you to make it more effectively. With a second set of eyes, you can identify whether a given source of leads is really the best one available.
Better Lead Qualification
Just like any other positive in life, the sheer volume of leads must inevitably surrender to the quality of them. Through the use of sales and marketing consulting, you can identify when a source of leads is producing high quality that is likely to result in closing a sale successfully, or when the leads produced are of low quality. The higher the quality level of your leads, the more likely they are to help your business to grow. Through the use of consulting, you can tell the good leads from the bad ones and avoid chasing leads that will not cause your company to become more successful.
Greater Sales Follow-up
Your sales force is often at the mercy of your marketing department. By its very nature, marketing is very scientific. They will naturally do their best to quantify every aspect of your lead generation and follow up process. However, sales has traditionally been of a more “cowboy” model — busting down doors and working as hard as possible to close, but with little intelligent direction. Other than being presentable and working to develop charisma, many sales people are not trained in quantification. Fortunately, sales and marketing consulting can help to refine this process and make your sales efforts both more scientific and more effective overall.
More Repeat Customers
The ultimate goal of your sales and your marketing efforts is not merely to generate leads, and neither is it to close one off sales. The objective is to produce repeat customers who will be purchasing from you for a long time. This way, you will build a sustainable model that you can use to steadily grow and become more successful in every way. Sales and marketing consulting can help you to take the odd sale you may be making or the steady trickle you are producing to the next level.
Using a consultant’s services can be extremely beneficial to your efforts. To learn more, get in touch with John Pyron and his team.