Sales Training & Consultancy

Sales Process & Dashboard Enhancements

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

We offer this service because improving the rigour around sales pipeline stage progression and more focused reporting leads to increased sales capacity, reduces the length of time leads stay in the pipeline and improves stage-stage conversion rates.

This ultimately improves sales velocity (a critical compound sales KPI) and drives more profitable revenue.

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RFP Qualification & 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 as follows:

We review the RFP against a rigorous scoring mechanism to help the client decide if they should bid or no-bid.
We review the tender and advise the client about any questions they should submit prior to the deadline.
The client writes the tender response document, ensuring they “answer the exam questions” as specified in the tender.
We independently review and score the client’s responses in detail using the tender scoring framework provided in the RFP, plus our own extensive experience.
We provide feedback to the client to discuss the scores and where they need to improve prior to their submission.

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What our clients say

Diane Young

CEO, The Drum
“The whole process has definitely added value to the business through more confident and equipped sales staff and better systems and processes. Mike has deep expertise on his topic and also a joy to work with.”

Tehmeena Latif

Head of Sales, EMEA, The Drum
“The one to one coaching sessions with the team helped identify unique sales negotiation training gaps. Mike’s tailored approach to each individual has helped fine tune the sales team’s skills in their very own roles.”

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