In this post we are going to highlight the differences between a sales consultant and a company that has as its core business the active customer acquisition for its clients. Indeed, a company that intends to expand its business has to carefully choose between the two: it is a fundamental decision in the path for the achievement of the company’s objectives.
First of all, we are going to define together these two figures.
Who is and what does a sales consultant?
The main aim of a sales consultant is to offer support to companies, institutions or professional for marketing and sales activities.
Usually this figure already has previous working experiences and an economic, marketing or communication academic background. Beyond these characteristics it is interesting to underline how typically these consultants have very developed soft skills (here an interesting list of soft skills drawn up by Forbes), such as dialectic skills, ability to persuade, marked empathy and problem solving competence.
The sales consultant is a strategic professional for a company, an institution or a professional that shows needs as far as marketing and sales are concerned. These needs may concern new customer acquisition or the creation of relationships for the most varied objectives.
Generally, but each case differs from the others, overtime a sales consultant should carry out the following activities for his or her customers:
- Knowing and mapping the market
- Analyzing the demand
- Knowing the competitors and their strategies
- Studying potential clients’ needs
- Analyzing the company’s customer portfolio
- Defining the company’s offer
- Defining the trade policy
- Suggesting new strategies for approaching the market
- Outlining potential customers
- Bring new ideas for the company
As previously affirmed, the sales consultant is therefore an important figure. However, usually a consultant works on his or her own and, despite knowledge and experience, could not be able to cover all the aspects that characterize the complexity of an advanced B2B company. Let’s now analyze the differences between a sales consultant and an active customer acquisition company.
What is and which results an active customer acquisition company can bring?
A sales consultant is surely a key figure for those companies that are willing to grow. But what about a whole team that performs the tasks of a single consultant?
This is the case of an active customer acquisition company. This is the case of Vehnta.
As a matter of fact, an active customer acquisition company includes heterogeneous figures that can operate as a sales consultant, but who can also deal with different activities thus introducing more varied skills. A company will indeed be able to deal with the entire process: starting from market analysis up to commercial strategy, reaching the management of the first contacts of the potential clients.
For example, here in Vehnta we not only offer all the previously listed activities that a sales consultant should do, but our process also includes the definition of the market positioning and of the commercial strategy with our strategic consultants, the preparation of the offer with our commercial consultants and finally our operational team implements what has been previously defined. The operational team has to actualize the strategies and the ideas developed during the first phase, starting with brand awareness activities and then defining targets and working with a more focused approach for the creation and management of the first contacts.
Indeed, we deeply believe that looking for buyers or first contacts is a complex task for marketing and sales departments. This is why our process, which as previously mentioned embraces the whole chain of the strategic and operational activities, allows us to maximize resources and reduce costs and timing.
Approaching a new market with traditional methods or by choosing a single sales consultant would be more expensive, whereas with our process and with the approach of an active customer acquisition company it is possible to reach the objectives in a clear and quick way.
A sales consultant is a big step for a company: better still if the choice falls on a team that is part of an active customer acquisition company. A company like this can indeed lead to all the advantages a single sales consultant can bring, but in addition to that it offers a complete service: able not only to elaborate the strategy, but also to implement it and manage all the operational activities. An all-in-one approach that will allow your business to grow in defined times and while saving resources.
An initial consideration could be that choosing an active customer acquisition company could be a more expensive option compared to a single sales consultant. But if we stop and reflect we can easily observe that a dynamic structure, such as the one of an active customer acquisition company, is certainly more competitive than a sales consultant. The synergies that arise among different elements indeed allow economies of scale that a single person cannot guarantee.
However, the real cost is what does not translate into results: what does not become investment with a measurable ROI. Choosing a company like Vehnta means to invest on the future: to make an investment on one’s own commercial growth.
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