What we work on
- 1Enterprise deals that stall after a good demo
The person who liked the demo often can’t say yes alone. We find the budget holder, help your champion sell for you inside, and plan the security review, legal and procurement steps before they add months.
- 2One big deal that stopped moving
Deal coaching starts by checking if it’s stalled or lost: a stalled deal still has a buyer who wants something. We map who decides, find what blocks the decision and plan your next step. To the exploratory chat, bring the email thread, the people involved, the proposal and the next date the deal depends on.
- 3Your sales pitch
Six parts, in the order your buyer asks: who it’s for, the problem, what they do now, why you, proof, and one clear next step. In coaching, I test your pitch against them on your real calls. If the whole pitch needs rebuilding, Selling With Fire is my 4‑week pitch program.
- 4Discovery calls
The questions that find the problem your buyer will pay to fix, asked before you show the product. And a next step agreed before the call ends.
- 5Qualifying with MEDDPICC or BANT
MEDDPICC is the checklist for big deals where several people decide: Metrics (what the buyer gains), Economic buyer (who signs off on the money), Decision criteria (how they compare the options), Decision process (the steps and people before a yes), Paper process (contracts, legal and purchasing), Identify pain (the problem they will pay to fix), Champion (who sells for you inside) and Competition (doing nothing included). BANT is the short one, for smaller deals with one buyer: budget, authority, need and timeline. We answer them on your open deals, and the gaps tell you what to ask next.
- 6“It’s too expensive”
Price is the objection buyers say out loud. It’s rarely the one that stops them. We find what the price is being compared with, and the doubt behind it: about the outcome, or about you.
- 7Handing your deals to your first sales hire
One deal at a time: the rep joins your calls, then leads while you listen, then you step out and tell the buyer who owns the deal now. Your first hire is usually someone who sells, not a VP of Sales who manages. To train the whole team, see B2B sales training.
