World-class B2B sales training and consulting firms understand the power and importance of communication and spend time developing and executing a communication strategy. Ongoing communication with existing customers as well as other members of the consulting firm is often overlooked to the detriment of organizations.

Two Types of Communication

There are two types of communication that need to take place to keep a firm healthy and growing: 

External = Current customers and prospects

Internal = Coworkers and other members of your consulting firm

Here are some tips on how to develop a plan for each:

External Communication

Developing a communication strategy for external customers and prospects is an easy process and generally inexpensive, it just takes a little time. Here is a list of external communication tools used by successful B2B sales consulting firms to keep folks in the know about sales consultant resources:

• Blogs—they also serve a dual benefit as a lead generation magnet when tied to inbound marketing and inbound marketing software
• Quarterly conference calls or webinars conducted via invitation—be sure to add elements to the agenda that benefit the customer and avoid turning these events into a sales pitch
• Video updates or podcasts—remember to keep them brief and focus on one topic at a time
• Onsite or virtual conferences—it is always best to pay some bucks to have a keynote speaker as a magnet as well as feature the expertise of customers at these events

Internal Communication 

Internal communication is also important to keep people on the team up to date on things happening with a B2B sales consulting firm. This form of communication is becoming more important as many firms operate virtually. 

Here are some internal communication tools used by firms:

• Weekly focus meetings (face-to-face or via phone or video technology)
• Monthly or quarterly conference calls that include a video component
• Monthly email updates
• Podcasts
• Annual meetings

Additional Resources for Consultants

Consulting firms come in all shapes and sizes; however, few thrive in today's extremely competitive environment. To learn some tips on how to grow your firm, download 8 Ways to Grow a B2B Sales Consulting Firm.

This eBook is an executive level, at-a-glance summary of important and easily implemented systems and concepts designed to help those who want to grow their consulting business. Here’s a list of the topics discussed in this eBook:

•      Account List Management
•      Lead Generation
•      Communication Strategy
•      Building a Team of Talented Consultants
•      Creating Raving Fans
•      Engagement Strategy Development
•      Content Creation
•      Partner Programs for Sales Trainers