Business to Business Field Sales

If you are looking to recruit great sales professionals for your business to business field sales team or are looking for your next field sales job – we can help.

There are some products and services that are most effectively sold through the physical cold call, and sales levels can be maintained through a sales person’s enthusiasm-laden personality combined with detailed and thorough journey planning.

Other sales approaches require a telephone call in order to gain the first of what usually turns out to be a number of decision-maker appointments, and many these days are via structured bids and are often lengthy processes drenched in terms such as PQQ, RFI, RFP, RFQ etc. Hence the differences in the ‘extended’ skill sets.

As products and services become more complex, the natural qualities of the successful sales person start to separate out with some requiring deep technical knowledge and understanding, others requiring great empathy and listening skills and the ability to articulate solutions and concepts.

Whatever the sector or product or service being sold, the more consistently successful field sales people know how to ask relevant and probing questions (without interrogating their prospect…!), they listen and respond accordingly by aligning the benefits of their proposition with the prospects actual needs – not just reciting a list of product features at them.

At Callidus Consulting we understand what the ‘base elements’ are, and furthermore we understand the differences between technical and concept based selling. And, most importantly, know how to capture them in our own selection process. As a result of this we now have many years’ experience and a track record of placing business to business field sales and field sales management professionals in a number of different sectors.