Episode
#11 - How to Sell Like a Consultant | Noah Flower
- Podcast
- Untap Your Sales Potential
- Published
- Jun 23, 2026
- Duration seconds
- 3496
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Summary
What’s the difference between how a consultant sells, and how a typical software AE sells? In one word: EVERYTHING! My first four years at Salesforce, I spoke to customers like many AE’s do. I was friendly, charismatic, and asked a lot of questions about their current situation. If I thought we could help the client, I shared our value proposition, overview of the software, and asked for next steps, such as a demo or deeper discovery. I worked hard and considered myself a good “closer,” who could reel in any fish I had on the line using discounts, incentives, and old-fashioned persistence. Overall, this approach worked okay, and allowed me to make 200K-300K/year on average. Pretty good living, right? I thought so too. But I never BLEW IT OUT of the water. During my first four years as an Enterprise AE, I hit quota my first year, missed it badly in my second and third years, and finished 95% my fourth year (that one stung the most!) While my income was decent, I felt like a failure compared to so many reps who were blowing it out of the water, selling over 200% of quota, and making BIG money at Salesforce! I wanted to know what they were doing differently. One thing I consistently heard is that the top performers were using a “consultative selling” approach, and many of them engaged a group at Salesforce called “Ignite.” This group only worked with the most strategic accounts who wanted to transform their business, and their approach centered around design thinking to drive digital transformations. I was determined to run an Ignite in one of my largest new logos: Berkshire Hathaway Home Services. I engaged my Ignite Partner, a man named Noah Flower. I was fortunate to book a meeting with the COO of BHHS, and invited Noah to join me. When I saw how Noah interacted with h…