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Stop losing momentum late in the deal cycle
Most negotiation problems are a direct result of missing insights. Give your team a clear plan to run discovery across the entire sales cycle so they uncover high-priority business impact and build consensus across the buying committee instead of trying to save deals with discounts.
4.9/5 on G2 | Trusted by B2B teams across SaaS, Industrial Automation, and Professional Services.
The hardest deals to lose are the ones that looked “on track”.
Your team does the right things at the start of deals. They qualify, they prepare, they ask thoughtful questions, and they run solid demos. Everything feels “on track”, but…
As deals progress, familiar patterns show up.
Opportunities that looked promising slow down once they reach POC or negotiation.
Buyers ask for discounts because the value was never tied to business outcomes.
Reps invest months in deals that later turn out not to be priority initiatives.
Deals rely on one or two well-intentioned contacts, and the moment they go silent or leave, the opportunity stalls.
Forecasts look healthy until deals contract or slip to the next quarter.
When you turn discovery from a stage to a continuous process
Reps stop chasing opportunities that lack real priority.
Buying groups align earlier because discovery includes the people who influence the decision, not just the people who initiate it.
POCs move forward with purpose because feasibility aligns with the desired business outcomes.
Negotiations feel calmer because price ties back to business impact that everyone stands behind.
Forecasts stabilise because opportunities are committed based on data, not wishful thinking.
Move complex deals forward without paying for it in discounts.
Spread out discovery across the sales cycle to remove late-stage friction that slows deals down, erodes value, and weakens forecasts.
Keep Deal Momentum
Keep discovery active beyond the first calls so urgency, ownership, and next steps stay clear. Your team surfaces blockers early, aligns stakeholders sooner, and avoids deals drifting into “no decision” once POC or negotiation begins.
Protect Margins
Anchor your solution to business impact and cost of inaction across the buying group so the scope stays intact even after procurement joins the conversation.
Trust Your Forecast
As reps qualify harder and align buyers earlier, weak deals leave the pipeline. What remains reflects real intent, so forecasts stop shifting late in the quarter.
Program
Curriculum
Fix The Process First
Sales stages, activities, and exit criteria align so forecasts are based on facts instead of guesswork.
We’ll audit your sales process before training begins. The goal is to clarify stages, activities, and exit criteria so deals stop drifting forward without proof. Discovery builds on this structure instead of fighting a broken process.
Tailored Playbooks
These aren't one-size-fits-all sessions.
We'll customise your training materials based on your ICP, deal data, and top performers’ habits.
Discovery That Builds Momentum
Reps leave with a discovery structure + questions they can use immediately.
We’ll fix how reps run discovery so deals stop drifting forward without urgency. The session focuses on drilling down beyond vague needs to uncover business impact and priority, so reps know early whether a deal deserves time or should be disqualified.
The Discovery Everywhere Mindset
Reps stop treating discovery as a stage, and start using it to control deal trajectory.
We’ll shift discovery from a one-time event to a continuous process across the deal. Reps learn how to keep uncovering insights, protect momentum, and multi-thread without creating friction or losing trust with key contacts.
Differentiated Selling
Turn Demos from “show-and-tell” into your best discovery tool & differentiator.
We’ll change how demos function in the sales process. Instead of showing off features, reps use demos to surface insights, shape priorities, and reduce competitive risk so deals don’t stall late with “we want to evaluate others.”
Aligning The Buying Committee
Reps learn to navigate complex orgs and build consensus across 15+ stakeholders.
We’ll identify who actually matters in the decision and how they’re influenced in making the call. The focus sits on building real champions, aligning stakeholders, and creating shared ownership so deals don’t stall waiting for internal consensus.
Closing Plans & Deal Reviews
Reps walk away with a concrete closing plan and a repeatable deal-health review process.
Reps bring real deals and pressure-test them as a group. We identify what blocks progress, surface hidden risks, and turn insight into next steps so deals move forward instead of slipping to next quarter.
10-Week Aftercare
Let's make sure the learnings stick.
You have access to us over Slack to answer deal-specific questions in real time instead of having to figure things out on your own.
Word on the street
My best clients have had their fair share of bad experiences with external consultants before working with me. See what they have to say:
One deal saved from late-stage discounting can cover the investment.
This is for you if…
You lead a team of 5–20 AEs selling complex solutions (€50K–€250K ACV).
Your deals take 6–12 months, so wasting time on the wrong accounts is fatal.
You’re seeing heavy discounting, stalled deals, or shrinking scopes late-stage.
You want a practical system reps can apply to active deals, not theory.
You’re aiming for measurable impact — faster time-to-close, fewer discounting, better forecast accuracy.
But not for you if…
You have fewer than 3 sales reps (this is built for team-level repeatability).
Your average deal size is under €50K
You sell B2C / B2G, or your buyers aren’t involved in complex evaluation cycles.
You prefer learning new skills at your own pace instead of hands-on implementation.
Still wondering if this will actually move the needle?
Our business is too unique. Why would these programs work for us?
You're right. Your market, your product, your structure are unique. But how B2B buyers make decisions is remarkably similar across industries. The exact outreach script? That changes. The core workflows, how reps prioritize accounts, build business cases, and run a weekly rhythm? Those apply whether you're selling industrial solutions in DACH or SaaS in the Nordics. Our programs aren't about forcing a template. It's about applying field-tested frameworks to your specific situation, so your reps leave with skills that fit your business.
What makes you think our reps will buy into these frameworks?
I don't think reps would listen to an outside voice unless the trainer is someone they already look up to. Regardless of how much experience the expert has. We overcome this by inviting the top reps to co-design the playbooks we'll train on. That's how we build internal credibility.
What's the guarantee that learnings from the training will stick?
Without regular reinforcement from managers reps often revert back to old habits after the training. That's why we don't host one-and-done workshops. Our trainings are spread out across 2-4 weeks and spaced repetition is built into the curriculum. Programs are designed for blended training so theory gets covered async between modules, and the live sessions are practical, leveraging peer-to-peer learning. All sessions are recorded so attendees can review parts when they need a refresher.
How do you enable our managers to reinforce learnings?
Trainings don't stick if reps aren't coached on their new skills, so we address this with two things:
1. We host a "train the trainer" session before reps are invited to the program, and
2. a 10-week aftercare period is built into the package. 1:1 monthly mentorship can be added to the scope optionally where front-line sales leadership isn't built out yet.
Can trainings be customised for our sales motion?
Yes. While the frameworks we teach in our programs are standard, the individual playbooks and examples are customised for each client. This way reps can apply learnings from the session same day instead of having to figure our how they relate to front-line activities. Keep in mind, our trainings are designed specifically for teams selling complex technical products/solutions to Mid Market and Enterprise buyers.
Why shouldn't I just have my enablement team hold the training?
Even better if you have a dedicated person or team for enablement. They'll know what areas need improvement. Instead of having to brainstorm and run their own experiments to figure out what's working today, your enablement team can bring external playbooks, assets, and coaching frameworks internally. They can then focus on making the training stick.
How do you minimise the time my sellers need to step away from their actual work?
Programs are designed for blended training. Expect 2 workshops a week, each only 2-hours long. Whatever context reps need are cover as pre-read materials, which they can consume on their own time, between modules. This not only makes scheduling easier, but also lets us keep the live sessions practical and leverage peer-to-peer learning. After the session reps will still have time to put the learnings into practice the same day.
We've got too many initiatives already. How can I fit training in too?
The right question to ask is "would you be happier A) finishing your year with the revenue you're projected to hit or B) investing 6x2 hours of your team's time in improving a metric that's lagging most?" Skills aren't a decorative piece you acquire once, but a tool you use and maintain over time. Chefs don't ask if they should sharpen their knives or not. They ask how frequently they need to, so guests get fed faster. Ask yourself which ongoing initiative deserves a backseat, to make time for regular coaching.
How will we know the trainings worked, and they weren't just a waste of time?
The first thing we do after signing the contract is collect baseline metrics for rep productivity (both leading and lagging indicators). Depending on your sales cycle you'll have the before/after metrics in a few weeks/months to show ROI internally.
We've already worked with trainers in the past. Why should we consider your programs instead?
I'll spare you the differentiators. If this is the last concern you have, we'll connect you to past clients so you can ask them directly. Let's make sure our programs are a fit for you in the first place.
Is it still worth investing in training if we don't have a baseline to measure results against?
The real question isn't "what's the ROI?" but "can we afford NOT to fix it?". It's always better if you can attribute results to certain activities, like training, but at the end of the day you have a revenue target to hit. If you know the process is broken, fix it first, then put the foundations in place so you can measure what's working.
I'm interested, but we didn't budget for training this year.
With a regular coaching cadence in place and reps hitting targets, you don't need to invest in external training. If that's not the case, do you already know which bottlenecks are holding you back? Can you afford not to fix them this quarter? Our programs are designed to be immediately actionable and if you close one extra deal, you make your money back.
What proof do you have that these skills still work in the field?
If a sales trainer hasn't carried a bag recently, run. I have 12 years of field experience and still work hands-on with clients — either as a fractional leader or in coaching capacity, depending on the circumstances. We measure each initiative/experiment so we know what plays still work and which need to be changed. I only teach frameworks that get results.
Will you localise the material to our teams in the US and EU?
Selling is different across regions so why force training to be standard? We focus specifically on the challenges that come with selling into a highly fragmented market like Europe.
Our reps need more leads, not training. Do you offer outbound services too?
This is exactly what one of my professional service clients thought until we audited their business. We found that they were operating at capacity and underpricing their solutions was the true bottleneck. We ended up increasing their prices by 45% through deep discovery and buyer enablement. If you're looking for a lead gen agency, we're happy to refer you to our partners. We focus on putting your reps in a position to hit quota.