Sales and Business Development

Pipeline, prospecting, negotiation and closing, tuned to how business is actually bought in these markets.

Levels it usually serves: L2 Customer-facing, L3 Technical, L4 Supervisory

What Members Come Away With

• Qualifying before quoting
• Negotiating without discounting
• Managing a territory

In Scope

Prospecting and qualification, consultative selling, negotiation and closing, key account management, territory and pipeline discipline, and sales management for the person running the team.

Out of Scope

Not lead generation and not a script to be memorised. If a provider's method only works on the phone in a market that buys face to face, it will not survive contact with your customers and it will not survive our verification either.

Situations We See

The Team That Quotes Everything

Proposals go out constantly, conversion is poor, and the pipeline is full of business that was never going to close. This is qualification training, and it usually makes the pipeline look worse before it makes revenue look better.

The Discounting Habit

Every deal closes on price because nobody has been taught to hold one. Negotiation work, and the fastest of these to show up in the numbers. Worth pairing with the finance discipline so the team understands what a discount actually costs.

The New Sales Manager

Your top seller now runs the team and has started closing their deals for them. This is sales management, not selling, and it sits closer to the leadership discipline than most people expect.