Package Description:

This sales coaching programme is designed for founders and sellers wanting to move from selling products to more complex solutions and higher-value deals. Across seven focused sessions I will walk through a typical sales process and the common obstacles you'll encounter. No interest? No money? Already have a solution? You will be given techniques to overcome these objections when they appear. You will learn key sales skills that will help you: a) Attract higher-quality leads b) Focus on the most winnable opportunities c) Grow your average deal value - and not leave money on the table! d) Close deals more confidently and faster The course introduces techniques used by top enterprise sales teams such as Microsoft, Siemens, Centurylink and BT. You will be shown insights from best-practise methodologies including value-selling, Challenger, MEDDPICC and Sandler, as well as many new techniques and skills. They are the same methods that I have used to help enterprise giants and hundreds of founders and smaller organisations win over $1bn in revenue and achieve win rates of 70%. Adapted specifically for SMEs. They are practical, proven and designed to help SMEs accelerate their sales expertise and revenue growth The 7 Modules: 1 – Foundation. Understand how B2B buying decisions really happen This module sets out common sales terminology, processes and the key pillars of an effective, modern sales function - essential for business owners who may not have a formal sales background but who want rapid sales success. This module introduces a key principle of successful selling - that whatever you are selling, you are selling change. Most lost deals are not lost because of poor products.. They are lost because the buyer did not feel confident committing to change. This session shows founders and startups how to initiate conversations with prospects early in the sales cycle. So they generate higher quality leads sooner and shape customer's decision making early. I also share techniques for handling the most common objections and how founders and SME sellers can guide buyers confidently through their decision process - a key sales skill. What this module covers • The Reality of B2B Buying: how buying decisions are actually made • The Modern Sales Landscape: managing stakeholders and risk • Sales Types & Sales Personas: why value-led rather than feature-led conversations increase deal size and win chance • The Value Gap: why buyers move when the gap feels urgent • The Structure of a winning sales journey 2. Prepare – Clarify Who You Should Sell To. Define your Ideal Customer Profile and sharpen your pitch so you stop trying to sell to everyone. You will learn how to: • Clarify target segments • Define the problems worth solving • Strengthen value messaging • Improve opportunity selection Result: More focused outreach and stronger first conversations. 3. Lead Generation – Build a Steady Flow of Better Prospects. Design a simple outreach system that produces quality conversations. You will learn how to: • Structure cold emails, calls, and LinkedIn outreach • Improve how you handle early objections • Qualify prospects quickly • Turn conversations into committed next steps Result: Higher-quality leads and fewer time-wasting conversations. 4. Assess – Know Early If a Deal Is Real. Stop spending months on deals that never close. You will learn how to: • Ask better diagnostic questions • Identify who really makes decisions • Understand budgets and priorities • Confirm whether change is likely to happen Result: Faster qualification and better use of your time. 5. Nurture – Build Confidence to Commit. Many founders explain their product well - but buyers hesitate to commit. You will learn how to: • Strengthen how you position value • Manage multiple stakeholders • Reduce buyer hesitation • Create clear next steps Result: Shorter sales cycles and more decisive buyers. 6. Negotiate & Close – Convert Interest into Revenue. Close deals without unnecessary discounting. You will learn how to: • Handle pricing conversations confidently • Address risk concerns • Manage procurement and legal friction • Know when a deal is truly ready to close Result: Faster revenue and stronger margins. 7. Deliver & Develop – Protect your reputation, as customers experience the value you promised, Grow more business and referrals. You will learn how to: • Avoid early churn • Strengthen trust during onboarding • Identify upsell opportunities • Ask for referrals and introductions • Build recurring revenue Result: Happier customers and better retention. ========================================================= Who this programme is for: • Founders or owners personally responsible for making sales • Early-stage SaaS or service businesses • Startups preparing to scale • Businesses struggling to convert interest into paying customers If you want to generate revenue faster, focus your time on winnable prospects and pitch your business with confidence, this programme gives you the structure and skills to do it.