Growing your B2B sales consulting business can be an intimidating task. You have so much to do serving customers that it’s hard to imagine being able to allocate time and effort to growing the business itself. It can be done, however, it requires focus on the right areas. Think of it this way: Use the same amount of energy, merely concentrate it in some different areas.
Here are a few areas to consider:
Align Your Resources
If you have a combination of online and on-site training programs and workshops as a part of your services (and you should,) make sure they all work together symbiotically. Content and delivery systems should be consistent. Streamlining your process will result in less time spent preparing yourself and your team, and more time growing your client list. If you become a Certified Partner of The Center for Sales Strategy or pursue other partner program options, your resources are already aligned for you.
Look for Opportunities to Market Your Business
Once you align your training resources, marketing your business makes sense. Now you can focus on actually growing. In this field, expertise is everything. Be on the lookout for ways to display that expertise to your consumers and new prospects. Some opportunities may include creating a blog with pertinent content, becoming a thought leader or conducting speaking engagements. Your reputation will build. As it does, so will your consumer base.
Don’t Waste Time With Small Spending Accounts
Small spending, secondary accounts eat up a lot of your time and don’t provide enough income to your bottom line. Instead, focus your energy on large spending, key accounts. They may represent a smaller percentage of your client list, but they typically provide three-quarters of your revenue. Focus your energy in the right place, and watch your business expand. Using an account list management system that classifies customers by spending level is a wise business decision.
