Package Description:

This sales coaching programme is designed for founders and early-stage start-ups - where business owners are responsible for generating revenue themselves. Across seven focused sessions you will build a simple, practical sales structure and learn key sales skills that will help you: a) Communicate your value clearly b) Attract higher-quality leads c) Qualify faster d) Focus on the most winnable opportunities e) Close deals more confidently f) Turn customers into repeat revenue The course introduces techniques used by top enterprise sales teams such as Microsoft, Siemens, Centurylink and BT, including insights from best-practise methodologies like value-selling, Challenger, MEDDPICC and Sandler. But they are tailored specifically for startups and growing SMEs, so they are practical rather than "corporate". 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 how founders and startups can overcome this typical objection and guide buyers confidently through their decision process. 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.