3 month Scale-Up Sales Programme - B2B sales skills for Scale-ups

You’re a successful founder or business owner creating and closing deals personally, while trying to build a business. You're looking to move from selling products to higher-value deals and want help in positioning a new proposition and overcoming new objections. You may even be looking to employ a salesperson but not sure what to look for or how to manage them. This Scale-Up sales coaching programme is designed for founders and business owners faced with these challenges. The programme is based on 6 training modules, run over 3 months, that cover the skills needed to successfully take an opportunity through the 7 stages of a B2B sale. You also receive fortnightly one-hour 1:1 coaching sessions to review the training content and to provide help on any sales issue you may have. In addition, you will have two facilitated workshops each month - either to plan the strategy and action plan for a "must win" sales opportunity, or to plan how to win a new account or territory. You will also receive a practical guide for how to recruit a sales team and the tools and playbooks to manage them effectively. 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 other proven techniques and skills. They are the same methods that have helped hundreds of sellers in SMEs and large enterprises, win over $1bn in revenue and achieve win rates of 60%. Whether you’re selling products worth a few thousand dollars or multi-million, multi-year contracts, these techniques will accelerate your sales expertise and help you achieve your targets. The 6 sessions that form the core skills training part of the programme are: Session 1: Prepare and Lead Generation 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 Lead Generation – Build a steady flow of better leads. 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. =============================== Session 2: Assess and Nurture Assess – Know how to qualify a deal and check it 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. --- Nurture – Build Confidence to Commit. Most founders explain their product very well - but buyers still 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. ============================== Session 3: Negotiate, Close and Develop 6. Negotiate & Close – 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. --- 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. You will also receive an additional live "Sales foundation" webinar that will provide an overview of how B2B buying decisions really happen. Founders and business owners will find this useful in understanding common sales terminology, processes and the key pillars of an effective, modern sales function, that they can then share with their wider management group. ========================================================= Who this programme is for: • Founders or owners personally responsible for making sales • Early-stage SaaS or B2B 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.