What does a B2B sales consultant do?
A B2B sales consultant finds where deals stall and fixes the process around them: who you target, how leads are qualified, how calls run, what proposals say and how follow-up happens. Ralph brings years of selling marketing programs inside agencies, and places the right sales hire, fractional leader or tool when you need one.
Signs your sales process needs work
- The founder is still the only person who can close.
- Leads come in, but nobody follows up consistently.
- Proposals go out and disappear.
- Your CRM is a graveyard, or a spreadsheet.
- You hired a salesperson and it didn't work.
What's covered
Sales process and stages · Lead qualification · Discovery and sales call structure · Proposals and pricing presentation · Follow-up and pipeline reviews · CRM setup and hygiene · Sales hiring and fractional sales leadership
How Ralph works on sales
- Review. Recent wins and losses, the pipeline, call recordings if you have them, proposals and the CRM.
- Set the basics. Ralph recommends the qualification rules, call structure, proposal format and follow-up rhythm your team will use.
- Equip. The right CRM setup and tools for your size, without overbuying.
- Staff. When it's time, the right first sales hire, fractional head of sales or outsourced team.
- Review the pipeline. Regular pipeline reviews, so you can see what's moving and what's stuck.
Fractional head of sales or first sales hire?
| Fractional head of sales | First full-time salesperson | |
|---|---|---|
| Best when | You need process and coaching before you hire | The process works and you need more capacity |
| Main risk | Limited day-to-day capacity | Hiring before the process is proven |
Many founders hire a salesperson too early. Ralph will tell you which order makes sense for you.
Questions to ask before you hire sales help
- Can the founder write the sales process on one page today?
- What share of qualified leads become proposals, and what share of proposals close?
- Who will a new hire learn the product and the pitch from?
- What does good look like at 90 days, measured in pipeline rather than closed revenue?
- Is the CRM clean enough for someone new to work from?
What you get
- A clear view of where deals stall, and why
- A simple, repeatable sales process and proposal format
- A CRM and tools sized to your stage
- The right sales help when you're ready for it
Questions about sales consulting
When should a founder stop doing all the selling?
Usually when the founder's calendar is the main limit on growth and the process is clear enough to teach. Hiring before that point tends to fail. Ralph helps you get the process ready first.
What does a fractional head of sales do?
A fractional head of sales works part time to build your sales process, coach whoever is selling and set up pipeline reviews and reporting. It's often the step before a full-time sales leader.
Can you help with sales proposals and pricing?
Yes. Proposals are one of the most common places deals stall. Ralph reviews the structure, how pricing is presented and the follow-up.
Does Connectwright do the selling?
No. Ralph diagnoses and sets the process; the selling is done by you, your team or the sales help he places.
Which CRM should we use?
It depends on your team size, deal volume and the tools you already use. Ralph recommends the simplest setup that fits, and the right person to implement it.
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