B2B sales training for complex deals.
Long cycles, buying committees, and no-decision losses need more than a motivational workshop. We apply the AAA Framework — Audit, Analyze, Action — to your own deals, then train your team on the plays that move them.
Training built on your pipeline, not a template.
Every programme starts with evidence from your own deals, so the workshop content is already about the problems your reps hit this week.
Audit
The B2B pipeline audit
We review won and lost deals from the last two quarters, listen to real calls, and map where multi-stakeholder deals stall — no-decision losses, single-threaded champions, and proposals sent too early.
- Stage-by-stage conversion and no-decision rate
- Deal desk review: pricing, scoping, and approval friction
- Rep-by-rep skill baseline against your ICP
Analyze
The long-cycle diagnosis
B2B cycles break for structural reasons, not effort. We separate qualification gaps from messaging gaps and quantify what each one costs you per quarter.
- Buying-committee map: who signs, who blocks, who benefits
- Cycle length by segment, deal size, and lead source
- Which objections repeat and where they first appear
Action
Training that changes the next call
Live workshops plus in-deal coaching. Reps leave with a discovery script, qualification criteria, a mutual action plan template, and an objection library built from your own calls.
- Multi-threading and executive-level conversations
- Business-case and ROI framing instead of feature demos
- AI-assisted call review, follow-up, and CRM hygiene
What your team practises.
Multi-stakeholder discovery
Run discovery that uncovers cost of inaction, decision process, and internal politics before a proposal is written.
Qualification you enforce
A shared definition of a real B2B opportunity, with exit criteria per stage so forecasts stop being optimistic.
Negotiation and closing
Hold price, trade concessions deliberately, and agree next steps in the call rather than chasing afterwards.
Pipeline reviews that work
A weekly rhythm where managers coach deals and behaviours instead of reading a spreadsheet aloud.
Built for teams selling to businesses.
Delivered on-site or remotely, for groups of 5 to 10 participants — though there is no minimum number of participants required.
B2B teams with sales cycles longer than 30 days and more than one decision-maker
Small and medium businesses in the US and South Africa scaling a sales team past the founder
Sales leaders inheriting a team with inconsistent process and unreliable forecasting
Companies whose lead volume is fine but whose close ratio is not
Train your B2B team on real deals.
Book a discovery call and we'll review your pipeline, cycle length, and close ratio before recommending a programme.
The 21-Point Sales Engine Checklist
Score your own sales engine across Audit, Analyze, and Action in about five minutes. Every box you can't tick is revenue leaking out of your funnel.