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Stop selling
from memory.

The reason your best rep outperforms everyone else is that the method lives in their head. This gets it on paper (ICP, qualification, discovery, objections, pricing narrative) and trains the rest of the team into it.

INVESTMENT
from €4,500
DURATION
3–4 weeks · fixed fee
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01

What it fixes

Every rep sells a different product

Five reps, five pitches, five definitions of a qualified deal. Marketing writes for one of them and the rest ignore it.

Onboarding takes six months

Without documented method, new hires learn by shadowing, which means they inherit habits, not a system, and ramp twice as slowly.

Discounting is the only objection handling

When a rep cannot defend value in the buyer’s language, price becomes the only lever left. Margin pays for the gap.

02

How it runs

WEEK 1 Evidence gathering Twenty-five recorded calls, closed-won and closed-lost interviews, current collateral. What actually persuades, versus what you say persuades.
WEEK 2 ICP & qualification Segments ranked by win rate, cycle length and retention. A qualification framework with disqualification criteria that reps are rewarded for using.
WEEK 3 Discovery & narrative Question set by persona, value hypotheses, proof points, competitive positioning and a pricing conversation that holds under pressure.
WEEK 4 Training & embedding Two workshops, live role-play scored against the rubric, then the playbook wired into CRM stages so it is used rather than filed.
03

What you get

01 ICP definition with tiered target segments and disqualifiers
02 Qualification framework mapped to pipeline stages
03 Discovery question bank by persona and deal stage
04 Value narrative with proof points and customer evidence
05 Objection handling matrix: including price and status quo
06 Competitive battlecards for your three real alternatives
07 Pricing and negotiation guidance with approved concession ladder
08 Two training workshops plus a scored role-play rubric
04

Fit check

RIGHT FIT
·Two or more reps selling the same product differently
·A repeatable motion that has closed at least twenty deals
·Hiring into sales in the next six months
·A manager who will run the coaching cadence afterwards
WRONG FIT
·Still searching for product-market fit
·Founder-only sales with fewer than twenty closed deals
·Wanting a document rather than a behaviour change
·No appetite for recorded call reviews
A PLAYBOOK NOBODY READS IS A PDF

This one is wired into the CRM and coached weekly.

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