Professional Services &
Consulting Sales Training

 

Professional services sales training teaches consultants and firm leaders to sell expertise, where the person selling is often the person delivering the work.

Representative Professional Services Clients

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In professional services, the person selling is usually the person delivering the work

That overlap is exactly what makes selling feel uncomfortable to most consultants: they were trained to scope and deliver, not to originate. The scoping conversation and the sales conversation are frequently the same conversation, and most sales training does not account for that overlap. Expansion revenue is also harder to capture when the person best positioned to spot it, the delivery lead already on the engagement, has never been trained to recognize or act on it.

Here at SBI, we work with industry-leading professional services and consulting firms to turn delivery-side experts into confident business developers.

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Built Around Your Firm's Actual Scoping Process

How a firm sells depends heavily on its service lines and whether business development sits with delivery staff or a separate team. SBI shapes the program around your firm's engagement model, using real, anonymized situations from your own pipeline instead of generic consulting scenarios. Our training programs are built with the partners and practice leaders who will actually use them.

What changes after professional services sales training

Consultants and partners stop treating business development as an interruption to delivery and start running it as part of the work. The skills are built for people who sell their own expertise: qualifying without a scorecard, scoping without giving the work away, and asking for the next engagement while the current one is still going well. Avvo saw productivity per account executive rise by nearly 20 percent a year.

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Licensing for In-House Training

If you have a large sales organization, an internal training department or are rapidly growing, our Professional Services & Consulting Sales Training programs can be licensed and delivered using your own facilitators. Under our flexible, cost-effective license terms, you can customize, repurpose, and deliver the curriculum whenever and as often as you like. SBI also supports your internal trainers with a Train-the-Trainer certification program on how to deliver this program, including how to facilitate our programs virtually. Customized to your market.

SRG Selling Power - Top Sales Training Companies 2024

Leading professional services sales organizations trust us to train their teams because they know...

SBI trains consultants and client-facing teams at firms including Nielsen and Sysco. Selling Power has ranked SBI in its Top Sales Training Companies list from 2010 to 2026, a 17th consecutive year.

Isn't it time your whole team was consistently making quota?

Schedule a consultation. We'll contact you within 24 hours (or on the following business day)

We'll show you how to turn them into top performers.

Frequently Asked Questions

Lee Hecht Harrison

Lee Hecht Harrison

Lee Hecht Harrison used SRG's virtual instructor-led training to run a realistic, engaging classroom experience for a distributed team.

see the full case study

Nesco Resource

Nesco Resource

Nesco's team showed strong enthusiasm and active participation throughout SRG's training sessions.

see the full case study

Follett

Follett

Follett worked with SRG to learn its business and address its specific commercial challenges.

see the full case study

Catalina

Catalina

Catalina had SRG adapt the training to its own sales process, given the unique nature of how its solutions are sold.

see the full case study

Maritz Inc.

Maritz

Maritz's team stayed visibly engaged throughout training, working hard at exactly what the program was designed to build.

see the full case study

Avvo

Avvo

Avvo found SRG the right balance of content richness, accessibility, cost and flexibility for their business.

Productivity per account executive increased by nearly 20% annually.

see the full case study