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Reimagining Consulting's Growth Engine: Traditional vs. Sales Development Models - Part 2/4

In Part 1, we discussed the potential benefits of transitioning a sales development model to a consulting business. In this installment, we'll explore the different sales models commonly used in consulting and how they compare to the sales development model.

Traditional Consulting Model

  • Consultants Sell and Deliver: In this model, the same consultants who sell services also deliver them.

  • Expertise-Driven: The value proposition is based on the consultant's expertise, often summarized as "I have to know more than you (the CEO) to provide value."

  • Drawbacks: When consultants are delivering, selling usually stops, leading to a feast-or-famine cycle.

Accelerated Model

  • Sales and Delivery Separated: Sales professionals are distinct from consultants who deliver the service.

  • High Content Pressure: Sales professionals need to be hybrids, possessing both sales skills and deep industry knowledge.

  • Client Management: These sales professionals must be adept at both opening new accounts and nurturing existing ones, a skill set that is rare.

  • Calendar Challenges: Balancing client meetings and preparation can lead to gaps in the sales calendar.

Sales Development Model

  • High Growth Focus: Originally developed for high-growth SaaS companies.

  • Role of SDRs: Sales Development Representatives handle cold calling and initial qualification, freeing up Sales Executives to focus on closing deals.

  • Steady Flow of Meetings: Ensures a consistent pipeline of high-quality meetings for Sales Executives.

  • Consultative Sales Executives: The model allows Sales Executives to be more consultative, adding value to client interactions.

Comparison and Synergy

  • Calendar Management: Unlike the accelerated model, the sales development model ensures a steady flow of meetings, mitigating the feast-or-famine cycle.

  • Sales Executive Profile: The sales development model allows for a different kind of Sales Executive who can be more consultative and content-focused.


Each sales model comes with its own set of advantages and challenges. Although initially designed for SaaS companies, the sales development model offers unique benefits that can be adapted for a consulting business.

Please stay tuned for Part 3, where we'll discuss the challenges and pitfalls of implementing a sales development model in a consulting business. We'd love to hear your thoughts on these different models. Feel free to share your experiences with us!