Consultant are better at software sales than salespeople and account managers! Why do I say that?
1. Consultants know which software solves which problems.
2. Clients believe consultants.
3. Consultants appear to have no commission driven agenda.
4. Consultants truly want your clients system to run better.
Number 2 is the kicker, Clients believe consultants. A salesperson can talk about a new module all day, but unless the consultant says it is good stuff, and that he/she can deliver the solution then the whole process is a waste of time .
So Salespeople, before you start mass resignations - your role is not redundant. Someone needs to knock on the doors and close sales. Your other job is to ensure that you have a team behind you that knows the solutions deeply and are 100% confident they can deliver.
Some of you will have heard this story, but I am going to repeat it here. Consultants will not recommend a product if it means they will miss dinner with their family next week. If by suggesting a new module that they don't understand deeply and they think there may be problems or support will be tough to get - which means next week they will have to work late on site, or spend three night reading manuals - why would they make that recommendation? On the other…