What value proposition has to do with sales

In any business, the line between sales and marketing is blurred. And rightly so. They are two distinct disciplines yet they have to work together seamlessly to initiate, nurture and convert leads into new work.

But have you considered how much a successful sales strategy for your consulting business relies on you having a clear and powerful value proposition?

Imagine the difference you would see in the performance of your sales activity if:

·      everyone in your business could consistently articulate what you do, why you stand out and the difference you make to your clients

·      all your marketing activity was aligned to making you famous for your chosen value proposition

·      your clients understood your proposition well enough to recommend you to their friends and colleagues (and I don’t just mean they could talk about the service they happen to be buying from you at that point in time).

Developing your sales strategy to make your consulting business even more sustainable involves more than just a look at your sales process. At our next event, Alan Morton (MD at SBR Consulting and specialist in developing and embedding sales in consulting businesses) and I will be sharing our stories of sales strategy success and failure. If you own a consulting business turning over between ￡250k and ￡10m, then register to join us on 25 February via Eventbrite.