Sales Consultant

The bitter business acts as a sales consultant providing sales as a service in the areas of business development, sales strategy; social selling and high level lead generation. Entrepreneurs and early stage companies have no shortage of ideas on products and solutions but may struggle with ramping up sales and customer acquisition. In today’s digital environment — social media, social selling, inbound marketing, lower cost of customer acquisition, driving web traffic —it can be difficult to pinpoint exactly what to do to raise the bar on generating sales revenue.

As a hands on sales consultant with real world experience in growing profitable businesses, The Bitter Business can help you plot and implement the paths that will lead to significant increases in sales revenue.

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1 Goal – Help You Improve Sales Revenue

The first step is to get to know the ins and outs of your market sector, quickly grasping the dynamics in the market. Next step is to work with you to uncover the changes and actions required to see sales revenue improvement. Then working hands on, moving from recommendations to implementing the actions and activities to move the dial on sales and marketing.

While I may call myself a sales consultant, my work goes way beyond just providing analysis and plans to help a business improve its sales, I get actively involved with the sales and marketing strategy using the Smarketing approach but never forgetting that at heart I am a person who sells things to other people.

Sales Consulting Approach from “The Bitter Business”

Learn the Product or Service

Apart from quickly immersing myself in the product to market fit, I take the time to get to know the company, its vision and what it wants to achieve. Then it is about acquiring expertise in the product or service while becoming familiar with competitors, market approach, the buyers journey and industry dynamics.

Generating Leads

The whole sales process starts with generating sales leads but to generate leads we need to build awareness and increase the consideration levels (sales pipeline, inbound marketing, proactive selling and social selling). The role of any good sales consultant is to start generating qualified leads. This means using a wide list of resources and skills to know who to target and then draw up a target selection profile including creating a database of people or companies that could potentially be interested in your offering. This work involves using a variety of prospecting tools ranging social networks, LinkedIn groups, business forums, content marketing, and business directories research to good old fashioned sales prospecting.

Lead Nurturing and Sales Appointments

Part of the work of a sales consultant is to nurture leads and secure sales appointments with prospective customers. Part of the service is developing a strong sales pipeline, provide sales forecasting and organising sales meetings. Also during a sales appointment, as a sales consultant I can demonstrate the product and provide any information that the customer asks for regarding the product to bring about a successful sale.

Sales Process

As a sales consultant who has worked for Dell, Oracle, Apple, J2 and many other companies I am experienced in looking at a business sales structure, processes and sales cycle. Part of my remit is to analyse the sales process to see how well it works and then recommend business advice on how to improve aspects like lead generation, close rates and shorter sales cycles. Also part of the role can be to go through the different aspects of a business (sales activities, marketing spend, customer acquisition strategies, cost per lead, sales productivity) to determine how to grow sales and then help the business owner to understand how the sales efforts needs to be improved. Providing auxiliary services, like SEO, inbound marketing, market research and competitor analysis or helping a client business implement an on-line strategy is all part of the services on offer

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Management Skill Set

Whether the sales efforts needs to be office-based spending time to observe the sales performance, working with the management team on strategy or working remotely to drive sales growth from scratch, The Bitter Business has the management skill set and over 30 years sales experience to deliver results. Like any business leader, I have strong people skills and comfortable working directly with business owners. Being highly analytical and quick to spot patterns and errors in a sales process has helped many clients in the past. As a sales consultant I enjoy being creative as I work with so many different types of sales processes from on-line to telesales to enterprise selling. Regardless of the challenge I have the skills to come up with cost effective solutions that are specific to each individual business.

Feel free to connect with me for a chat over a coffee as I am always happy to invest time listening to a business opportunity or challenge.

Business Consultant

What does a business consultant do?
A business consultant works with a company or small business to review the existing practices in the areas of sales, marketing, product or finance amongst others and then to work with the management to make recommendations for improvements. Most business consultants specialise in one or two areas of business management, such as sales. For example, a software company might hire a sales and marketing consultant to help develop its market reach or customer acquisition strategy.

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A business consultant brings expertise, experience and knowledge to help a company improve performance metrics or key performance indicators through the thorough analysis of existing business problems. The business consultants then develop plans for improvement alongside the management team. A business may consider engaging the hire the services of a business consultant for a number of reasons, for example, to get an external view on the business, to receive objective advice and recommendations, to tap into the business consultants expertise, or even as a temporary resource to help with aspects of the business where hiring a permanent employee is not needed.

A business should expect due to the business consultants relationships with numerous markets and industries, the consultant can transfer knowledge and insights that will be beneficial to the company’s growth or profitability. A consultant may also provide organisational change assistance to up-skill existing staff, coaching to staff, business strategy development, or improvement services in a department. A business consultant usually brings methodologies, templates and frameworks to uncover the identification of opportunities and then to act as the basis for recommendations for more effective or efficient ways of performing the business task.

The term “Business Consulting” is overused and can refer to a very broad range of services. There are numerous areas of specialisation with business consulting, in the area of IT (information technology) consulting, HR (human resource) consulting, Sales (sales and business development) consulting and others, many of which overlap like marketing. Business consultants range from the large diversified consultancy companies offering multiple services right down to owner run ’boutique’ consultancies which specialise in one or a few of areas.
The work of business consultants is also becoming more popular in non-business related organisations as well. As the need for professional advice and specialised knowledge grows, other industries such as government agencies, charities, universities, and other not-for-profit agencies are now turning to consultants to uncover opportunities that have helped private industry for years.

A small business consultant such as The Bitter Business will focus on helping smaller business and growth focused companies to improve their operations in sales, marketing and go-to-market strategy. While a consultant may specialise in a specific area they usually have insights in all areas of the business functions. The overall goal of a consultant to the smaller business is to help make the business stronger through identifying opportunities, addressing problems and recommending solutions for implementation.

The practical role of a small business consultant involves communicating with management and staff, reviewing strategy and process, watching the day-to-day business activities to understand what problems exist and why they exist. The small business consultant will work with the business owner or team to create viable solutions to problems, use analysis and research to present findings to the business owner. Also the consultant should be hands on, has the business skill to work closely with all the business stakeholders and staff to gather information which will be used to assess what changes need to take place to improve business performance, improve the business results and reach set goals. Once the gathering and analysing of information is complete, the consultant may develop the actual plans for the business detailing resources, actions and programs to be put in place

Some of the common business consultant’s tasks are:

Analyse and evaluate the business strategy against competitors and within the market.

Recommend strategies and tactics to increase business opportunities.

Create action plans and identify gaps in the business model.

Identify and implement business actions.

Conduct market research and information gathering.

Document findings and then present findings together with options.

Identify business requirements, resources, partners, channels, and routes to market.

Perform sales and marketing analyses and make reports.

Drive process improvements and efficiencies in sales, business development or social marketing.

Implement plans while evaluating the business prospects, goals and objectives for growth.

A business should not wait until it has problems to engage with a business consultant, rather a small business should be proactive in using their knowledge as an external lever to uncover how to make the business better and more successful.

Business Mentoring

Business Mentoring

Business mentoring does not have to cost business money. At some stage in a business lifecycle some free and confidential advice from a business mentor on business or business strategy maybe the boost a company or business owner needs.  Whether a business is in start-up mode or an existing business hitting some bottlenecks sitting down and using a business mentor as a sounding board away from the coalface could be invaluable.

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Business mentoring is not business coaching or a business consultant looking for a day rate, it is also not someone dispensing generic management jargon with little relevance to the business. What a business mentor is about is listening and nurturing, someone with the battle scars (of success and failure) who will take the time to make an emotional investment in the business and person success.

The value of a Business Mentor.

A business mentor is someone with the entrepreneurial business experience that can be relied on as trusted sounding board, independent thinker and a sense checker who is willing to build a relationship, mostly free of charge (coffee is always appreciated). A business mentor could also fill a gap in knowledge or experience without incurring expense.

Think of business mentoring as a business helper, someone whose motivation is to take an active interest in helping the business owner or start-up succeed. The motivation for a business mentor is to keep their own saw sharp and to keep learning while they give.

Maybe this sentence sums up a business mentor, “‘a lot of people have gone further than they thought they could because someone else thought they could.”

To make a business mentoring partnership work, both parties relish in leaving the ego outside the door. They are there to chat, explore, discuss, educate and enjoy the time away to think. One big mistake many new or growing businesses make is to “cocoon” themselves where they forgot to reach out when things are not working.

To help find a business mentor, maybe the guide below might help.

  • What do you need mentoring on?  Decide what aspects of the business or skillset a business mentor can help with?  A retired CEO of a large company probably isn’t a good mentor for growth hacking a business on a small budget. So have an objective whether it is for sales, marketing, management, finance etc.
  • Listen and Learn. A business mentor will always seek to understand before being understood. So if a business mentors listens is the business willing to learn?. Business mentors are passionate about helping a businessperson or company who loves to learn and grow. It also means that a good business mentor understands that on-one in business takes every bit of advice blindly, so build the relationship by being honest and open if advice is not practicably.
  • Time – quality over quantity. Both sides need to invest quality time with focused sessions where the real business issues are aired and discussed in confidence. Ensure the time you need and the time the business mentor can give matches each other’s expectations.
  • Driving the discussion. The businessperson or owner drives the discussion and agenda, the business mentor is there to listen, respond and offer up feedback. Business mentoring is at its most effective when the entrepreneur sets the agenda and requests specific insights while also getting broader or deeper insights from the mentor.
  • Business mentor or business coach. The value of a business mentor is to tell it as it is not what a business might want to hear. A business coach or consultant is paid to focus on helping the business or person with specific actions or skills like selling, marketing, business development or presentation skills. Business mentoring is to advise on specific situations or business strategy issues. So sometimes a business needs a mentor, sometimes they need a business coach.

Do take the time to seek out a business mentor, someone who will genuinely care about the business and the person. A business mentor whose motivation is to see business success, business growth and the person flourish. A business mentor who brings passion, emotional involvement and real concern for the business are the keys to real business mentoring success.

Lastly, business mentoring is not a flippant decision for either the business person or mentor. The experience has to be a learning path for both sides. However, the fundamental reason for business mentoring is everyone needs a helping hand, no matter who the person or business. Business mentoring is about building relationships, they can’t clear all the obstacles a business or start-up faces, but a good mentor can certainly show a better route to get to where the person or business needs to get to.

Author Note:  If you would like to chat about business mentoring or have a business idea or plan, I am always interested in meeting. Feel free to contact me. Brian.

Business and Leadership

Business leadership can be hard to define but it is a title many aspire to regardless of company size or industry. But is business management different to business leadership and which of these traits (leadership or management) is the most valued when promoting someone to a senior role. Is the term “business leader” being overused to the extent that it is rendered nearly meaningless?

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The press and online articles are full of sound bites and quotes from business leaders. What are these so called business leaders?. Business leadership was once deemed to be a wealth generator, someone who took a risk, set up a business to create wealth while generating employment or was instrumental in delivering huge growth for a company. So are the real business leaders people like Bill Gates,Michael Dell, Larry Ellison or Steve Jobs to name but a few right down to the heroes of a local economy, small business people who create opportunity and employment for their local area.

Anyone with a Twitter account and a blog is a Business Leader.

It is important to state that titles are an important aspect of any organisation, business or company. They indicate a certain level of achievement, authority and responsibility. However leadership used to mean something specific. High level executives. Leaders of industry. Time was you would never call a middle manager or a front-line supervisor, a leader. Today it seems when anyone kind of picks up the ball and runs with it are called people or business leaders. What we’re really talking about here are people who are engaged in the business. So we have become accustomed to seeing the term business leadership being used in a very broad sense.

This is probably the reason middle or senior managers in large multi-nationals often get referred to as “business leaders” in press articles. Most do not define business strategy, how the business operates, the culture  or the direction of the business. So the business leaders we often see quoted in the press in most cases are business managers (even if they do have the title VP or director they are in reality managers). Title inflation, self-proclaimed titles, and title overexposure are the cause of dumbing down leadership titles. When titles are overused or abused, they lose their meaning.

Business leadership has nothing to do with titles. A C-level title, does not automatically make someone a “business leader.” In fact no one really needs a title to lead. The reality is anyone can be a leader in their community, sports club, in family, all without having a formal title.

There are lots of business managers who aspire to be business leaders but lots more do not. Having an MBA with a C level title while working within the cushion of a large organization does not a business leader make. The role of these business managers is to “Implement”. That is to take the pre-defined strategy and Business goals and implement them whether its sales,marketing,finance or product. They may lead the unit or division from a tactical stance but they do not lead the business.

The world seems to fallen in love with titles and in a centralised decision making business world maybe bigger titles such as VP or Country Manager are a way of compensating for the true role a manager is expected to perform.

Business Leadership has nothing to do with level of seniority or someone’s position in the hierarchy of a company. Too often in business, when we discuss the company’s leadership we are most likely referring to the most senior executives in the organisation. They are just that, senior executives or business managers. Leadership does not automatically happen when you reach a certain pay level. Hopefully business managers can work to earn the title business leader but there are no certainties.

If you are reading this article hopefully you love business and business strategy, the cut and trust of sales,marketing, trying to win a customer, managing people to deliver higher results but this does not make us a business leader. Knowing ones place in the business world is healthy and honest. First and foremost “Know Thyself”. No need to perfume the pig, a great manager is a great manager, no need to embellish it with titles that do a disservice to the title “business leader”, a title many aspire to but only a small portion ever really earn the right to be called it.

Not everyone in business sees themselves as a potential leader.  Maybe it is really about being the best at their job they can be.

However for people who want to continue the business leadership journey, then maybe it is a process of influence, which stimulates and maximises the efforts of others, towards the achievement of a goal. Real business leadership stems from influence, not title, authority or power

A few tips to build up a leadership profile includes (A) they learn to act like a leader: to manage their image in a genuine, authentic way. (B) They are straightforward; they tell people what they stand for, and then stand for it. (C) They are inspirational and learn what motivates people. They are optimistic and use emotion in their communication. (D) They know the people they are leading and help them develop and (E) They stimulate people, make people think and make them take responsible  but always with the positive support of a business leader knows they must provide.

Sales Strategy – Marketing Services – Sales Consultant – Social Selling – Inbound Marketing – Lead Generation

I'm always available to have a chat on your business plans and any challenges in lead generation, social selling, marketing or sales.