While default volumes still hover near all-time lows, more and more vendors of banks are having to pinch their pennies. However, as we all know, you have to spend money to make money.
This conundrum is where a consultant can step in, save you money, and do as much or more than a full-time-salesperson can.
In our experience, we have never been beat out by dedicated sales staff, and we charge a fraction of the cost.
Getting back around to volume being low. Now is not the time to shut down sales efforts while volumes are low. Yes, deals are harder to find right now, but getting those extra clients now will pay serious dividends when volumes increase.
Expectations can make or break business delas in any industry. Being in one that has a long sales cycle means that you should give your consultant at least a year to prove their worth, just like you would a full-time-salesperson. We have one current client that took two years to get the first deal, but it is a multi-million annual revenue deal that gave them a 94% ROI.
Two years isn’t typical, but it does paint a picture of how giving your consultant enough runway can really benefit you in the end.
Another cost savings is on travel/entertainment expenses. A typical salesperson has a $5k/mo budget to travel and entertain. With a consultant, these expenses are split between the client base, saving you a ton of money and still having your name be brought up in all conversations.
One thing that is hard to quantify is your name being top of mind with decision makers and decision makers of the future. Being on the road and at conferences and being talked about keeps your company in the mix of who is out there.
In sum, a consultant can bring as much value as a typical salesperson with much less cost. It’s low risk, high reward.
Give us a call today to see how we can help you reach your revenue goals.
