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Why Sales Consultants Should Partner with an Inbound Agency

| Author: Mike Lieberman, CEO and Chief Revenue Scientist

{}The sales landscape is shifting rapidly as companies get on board the inbound marketing and selling train. While that’s meant a boom in business for a lot of sales consultants, it’s also meant they need to offer their clients more—and newer—services.

Some consultants have been working double time to keep up with trends and techniques their clients are asking about. Whether you’ve been keeping pace or feeling like you’ve been falling behind, one thing is clear: You should partner with an inbound agency to serve your clients even better.

Inbound Is the New Black

You’ve probably noticed clients are more interested in inbound marketing and selling techniques. This isn’t a bad thing; inbound techniques are much more effective than the older outbound techniques most sales teams are trained to use. In fact, if a client asks you about inbound, you’re probably relieved; it’s like pulling teeth to get some clients to adopt inbound techniques, even when evidence of effectiveness is presented to them!

Yet with seemingly everyone getting on board with inbound marketing and selling, it’s a struggle for sales consultants to keep up. The ground is rapidly shifting as more people experiment with new techniques, finding out what works—and what doesn’t. Techniques that were effective a few years ago are now falling out of favour. Sales consultants have definitely felt pressure to keep pace with these changes, even as more and more of their clients want to make a switch.

Offering More Services

Another thing sales consultants have realized about inbound marketing and selling is just how labour-intensive it can be. For example, most people agree blogging is one of the best tactics a business can use, and those businesses that blog more frequently see better sales conversions than those blogging less frequently.

But creating blogs—and other content—can be incredibly time consuming. There are optimal post lengths, and posts with images perform better than those without. In addition, your clients probably have schedules they want to stick to—which means someone has to be creating this content on a regular basis.

And that’s on top of the other sales and marketing activities you’re trying to complete.

Training and Enablement

As more companies have shifted to inbound sales and marketing, they’ve also come to rely more heavily on their sales consultants to provide them with additional services, such as sales enablement, training and development, and even sales coaching. While this is fine for those sales consultants who offer these services, it creates a barrier for those who don’t or don’t feel qualified to offer them.

These services also create additional burdens for the sales consultant. First, you have to learn the tools your clients will be using, so you can help them every step of the way. And you’ll need to keep up as new tools become available and market preference shifts. You’ll also need to spend more time coaching and training—which can overwhelm already-busy consultants.

Teaming Up

The obvious solution is to get help, and to get help from experts who know what they’re doing. An inbound agency is the perfect fit for sales consultants who want to offer their clients more, but aren’t sure they have the time or expertise to do so themselves.

Inbound agencies already have the expertise you need; they know how inbound works, and they have teams of people helping them create quality content for every aspect of sales and marketing campaigns. They often use the tools your clients will be using themselves, so they’re already well-versed—and they often provide sales enablement and training as a matter of course.

If you want to offer your clients more, consider partnering with an inbound agency to instantly provide the services your clients need and want the most.

Posted By Author Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.

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