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B2B Sales Consultants: How to Grow your Sales Training Expertise

B2B_Consultants-_How_to_Grow_your_Sales_Training_ExpertiseAs a B2B consultant, much of your expertise is going to be utilized delivering sales training. Regardless of which industry you market to, teaching the right sales skills can help you create lasting value for your clients. Here are some tips on how to learn the best way to train others to sell.

Just Do It

The best B2B sales consultants have a background and experience in B2B sales. Understanding how to sell combined with real life sales success paves the way to a high level of sales training expertise. By the way, world-class salespeople can tell if a trainer has actually been a successful seller and they would rather learn from a pro than a trainer that has never been a seller.

Educate Yourself

Arguably the most cost-effective way would be to educate yourself. Searching for material online and reading books by famous trainers can give you a high level understanding of some of the more important keys to sales success. While you may not want to use this as your sole source of expertise, it can be a launch point into other learning opportunities. A great book to read is Close Like the Pros by Steve Marx. This book teaches an interactive sales process in use by world-class sellers and trainers.

Attend Conferences

For most sales consultants, the best way to learn skills is live and in person. Attending a conference can require a monetary investment, but also offer experiential learning that can’t be found in a book. Sales 2.0 Conference by Selling Power and TICE by Training Industry are just two opportunities that are available.

Use a Partner Program

Riding the same wavelength as attending a sales conference, network with other consultanting firms and sales trainers with whom you can partner up with, preferably someone whose beliefs you can complement as well, so that the relationship is mutually beneficial. Use the opportunity to learn from each other, not to mention to gain access to the wealth of each other’s B2B sales training resources. In addition to expanding a sales training toolkit, the best partner programs pay a commission to partners!

Learn From the Pros

If developing sales training just isn’t your cup of tea, don’t let it get in the way of maximizing your client’s return on the investment of hiring you. There are several firms out there that focus solely on teaching consultants how to develop training workshops. The Thiagi Group, for example, offers consulting for B2B sales consultants in this area. Learn how to develop workshops, and training from the pros and look like a pro during your next workshop!

A Healthy Mix

As a B2B sales consultant, the value you provide to your clients increases exponentially as your expertise grows in each area of their business. But while you may be experienced in several different areas, sales training will most likely be one of the main talking points because it is directly tied to revenue production. A healthy mix of all of the aforementioned tips can help you grow your sales training expertise so that you can better meet your client’s needs as well as increase your own marketability.

Close Like the Pros Chapter One download

Topics: Partner Marketing