The professional services and consulting space is increasingly getting more competitive and with higher client expectations.
Business development professionals are also challenged with selling something intangible—and in some cases, professionals services firms are challenged with changing the mindset and training client-facing professionals who they’re now asking to sell.
As sellers are forced to sell virtually, buyers seek custom solutions, and new niche competitors enter the market, selling skills are more crucial than ever before.
Professional services business development professionals must be able to demonstrate the value of their expertise and service options against lower-priced or specialized alternatives. This includes a deep understanding of the client’s business situation and positioning service solutions that meet their most urgent needs.
Here at the Sales Readiness Group, we work with industry-leading professional services and consulting firms to turn their business development professionals into top performers and trusted advisors.