Sales Consulting and Commercial Services

Business consulting is a professional service that helps companies improve their business performance. A business consultant (or business developer) is not a “simple salesperson”, but focuses on identifying a company’s business opportunities, developing a plan to address them and carrying it out. The goal of a business consultant is to improve a company’s business performance and increase its profitability by achieving greater results in less time and with fewer resources.

At Springboard35, as a technology business consulting and B2B sales agency expert in IT Business Development, we specialise, in particular, in consultative selling and medium and long sales cycles, helping startups, scaleups and other innovative tech companies to sell their solutions (mainly software, specially SaaS) in almost any market in the world and covering the entire sales process and cycle, from the development of the business plan and market prospecting to the closing of the deals.

In order to help clients expand their business by increasing their sales volume, a business consulting, as a sales agency, analyses the client’s solution, product or service (in our case, mainly software / SaaS) and looks for the best strategy and the best market where to sell it.

Once the internal business consulting process has been completed (the client’s situation is known, their business needs are known and the product is well understood), the business consulting or sales agency takes action; firstly, the ideal market and target customers are determined, as well as the decision-makers to be addressed, and a commercial pitch is created with which to approach them.

From there, the fieldwork starts and sales begin. Market prospecting is carried out and the commercial activity as such is developed. In this case, it is worth highlighting the different commercial models; for example, at Springboard35 we offer 3 types of sales outsourcing models or services:

• BDM (or Business Development), where the entire sales cycle is covered, from initial consulting, to prospecting and obtaining leads and meetings to closing the sale. This model is ideal, especially for products with high ticket volumes and long sales cycles.
  
  
• SDR (or Sales Development Representation), where the commercial work is limited to market prospecting and the acquisition and qualification of leads until the closing of a first meeting; for the SDR or Sales Representative, the sales cycle ends here.
  
  
• Channel Development (or Partnership Management): many technology companies prefer a commercial system based on the development of sales channels, whereby other distributors (ISVs: integrators, technology consulting firms, resellers, MSPs, etc.) sell or distribute their solution, thus accessing the entire customer base of that distributor and reducing commercial costs as well as speeding up the sales process. This type of sales model is based more on the search for strategic partners than on the search for end customers.

Business consulting can benefit your technology company in several ways:

• Identify growth opportunities: As mentioned above, a business consultant is not a “simple” salesperson, but can help identify growth and development opportunities for your company. This may include expanding into new markets or creating strategic alliances that allow you to grow faster and more efficiently with fewer resources. In this way you can increase your profitability and customer base.
  
  
• Improve operational efficiency: External business consultants can help your company save resources (money, time). A business consultant is an expert trained and specialised in certain fields (in the case of Springboard35, innovative software solutions for example) that will allow you to reach your sales targets faster and therefore allow you to be more efficient with those resources. By improving efficiency, your company can therefore reduce costs and time and improve its profitability.
  
  
• Develop effective sales strategies: Business consultants can also help by identifying new target markets, creating more effective sales pitches or conducting more efficient sales campaigns. By developing more effective sales strategies, your company can improve its market positioning and attract new customers faster.
  
  
• Develop a long-term strategic plan: Business consultants work to develop a long-term strategic plan. This can include identifying clear objectives and goals, developing an action plan, and implementing a tracking system to measure progress. By doing this, your business will be better prepared to face challenges, better adapt to setbacks and take better advantage of opportunities in the future.