Mastering the Art of Sales Consulting with James Rores #052

The Sales Consultant Podcast

James Rores is the Founder and CEO of Floriss Group and I’m proud to say that this is my second time sitting down with James and picking his brain about the practice of sales consulting. A link to the first episode can be found below the time stamps.

James is very likely one of the most experienced sales consultants in the world and in this episode, James reflects on his 18-year track record. We delve into the intersection of tattoos and business, James' insights on the evolving preferences of B2B buyers, and whether traditional sales frameworks like BANT are still effective. James also shares his strategies for client acquisition, content creation, and pricing structures, offering valuable advice for fellow consultants.

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Time Stamps:

[3:30] - James explains how he’s managed to last 18-years in the Sales Consulting game but he also shares what it’s like flirting with the idea of working for someone again as an employee.

[11:30] - Over the past couple of years, James has undergone significant tattoo work, resulting in two full sleeves. I sought his perspective on the intersection of tattoos and the business world, especially within the realm of consultancy.

[16:50] - Citing a recent Gartner study revealing that "75% of B2B buyers favor a representative-free experience," I engage James to share his insights. This initiates a compelling discussion on the implications for the sales consulting industry. Link to research.

[23:42] - I ask James if he thinks BANT is broken. He drops some good knowledge along with his view on this hot topic.

[36:30] - James’ approach to out-bounding and driving client acquisition as a sales consultant.

[39:24] - James shares his thought process and approach to generating content for his consulting practice.

[42:25] - Advice to consultants on how to think about structuring pricing for engagements.

Here’s a link to our first interview:

https://podcasts.apple.com/us/podcast/the-sales-consultant-podcast/id1672599390?i=1000623482863

Connect with James:

https://www.linkedin.com/in/jamesrores/

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw