Sign more profitable B2B sales deals. Access insights from ex procurement directors about how to win more RFPs and negotiate effective deals.

We provide consultancy, training and coaching to sales/NBD and account teams. We analyse your sales engine and design programmes to improve RFP win-rates, increase average order values, and get better negotiated deals over the line.

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Our clients’ typical sales problems

  • It’s about more than price “How to train our sales and account managers to negotiate better deals which take account of all the variables, not just price.”
  • RFP qualification & conversion rates “How to get our NBD/sales teams to only work on RFPs that we know we stand a >33% probability of winning.”
  • Procurement want different things “How to help all our commercial people understand how procurement professionals work in large enterprises and what they really need when responding to RFPs and negotiating with them.”
  • Where did the profit go “How to up-skill our account managers/directors to improve the way they negotiate scope-creep, variation-management, up-sells and contract extensions.”

Why do our clients trust Piscari for negotiation coaching?

We view sales, RFPs and negotiations through a “buyer’s lens”

  • Mike Lander, CEO Piscari, is an ex Procurement Director. He’s run countless RFP processes and negotiated hundreds of supplier deals with an aggregate value >£450m.
  • Client quote: “I think any company looking to get into the mind of the buyer should engage with Piscari”

We focus on sectors where we have deep expertise – we can tailor our programmes and advice to include your sector-specific scenarios

  • Marketing agencies
  • IT services
  • RPOs, MSPs, RecTech and Recruitment agencies
  • Professional Services
  • Media Publishing

Client testimonial: How MRM Global won a multi-million dollar RFP that launched them into the USA

  • Craig Letton, CEO, MRM Global: “Working on this deal with Piscari was great as it allowed us to gain a unique insight into what our customer’s procurement team would be looking for and enabled us to compose a proposal and presentation that was incredibly strong and enabled us to win the RFP”.
Sales negotiation training course

Tailored in-house B2B sales negotiation training/coaching and procurement insights programmes

These programmes are designed for medium to large firms with a minimum of 10 sales/account management people.

Sales process and dashboard enhancements

Clients often ask us to review their sales pipeline structure/gating and sales reporting as part of our negotiation training/coaching programmes

Sales pipeline optimisation

RFP qualification review

RFP qualification and tender review

A big challenge faced by a lot of clients is RFP qualification, then converting their response into winning a piece of business. Having worked with many clients to help them solve this exact problem, we’ve developed a service offering to address this problem.

B2B sales negotiation training

Group B2B sales negotiation training and procurement insights programmes

These programmes are designed for smaller firms or individuals who want access to our expertise but aren’t looking for a tailored, in-house programme.

Online procurement and negotiation training course

We developed our online training course Next Level Negotiation© specifically to help sales people and account managers win more profitable commercial deals when negotiating with clients, especially when they meet procurement professionals.

Online procurement and negotiation training course

Sales negotiation coaching sessions

Clients often find themselves facing a negotiation deadline and need rapid access to independent expertise to help solve a specific challenge. We provide access (subject to availability) to our expert sales negotiation experts (who have been buyers previously) for ad-hoc coaching sessions.

Sales negotiation coaching

Negotiation templates

Negotiation “Higgle” workbook

If you negotiate deals as part of your job, this book is for you and will soon become your go-to resource for managing any negotiation, big or small.

Client quotes

Diane Young

CEO, The Drum

Dr Marie-Claude Gervais

Co-founder and Research Director, Versiti

Charlie Booth

Sales team manager, Backbone Connect

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