Services
Commercial performance breaks down in predictable places. We work across four areas: Commercial Strategy & Focus, Leadership & Management, Frontline Capability, and the Commercial Operating System.
Consulting | Programmes | Workshops | Coaching | Conferences & Offsites | Diagnostics
Frontline Capability
Helping the people who win the work lift commercial performance through sharper focus, better conversations and disciplined execution.
Buyers are informed, markets are crowded, and expectations for value are higher than ever. Many organisations have strong products or services, yet results stall because focus, capability and execution aren’t consistent.
Our work builds the mindset, skill and commercial discipline needed to create value, influence decisions and drive sustainable growth.
WHAT WE SEE
Where Capability Breaks Down
Surface level conversations that don’t uncover drivers
01
Reacting to opportunities not shaping them
02
Poor qualification - too much time on opportunities that wont close
03
Deals that stall, with no clear plan to progress them
04
Price-led responses the moment value is challenged
05
Skill is not the whole answer, but nothing works without it.
Strategy sets the direction and managers hold the standard. The conversation with the customer / client is where value is either created or given away.
Sales Team Capability
For people whose job is to sell. Engaging training for people who have seen it all before:
Prioritisation, qualification and deal progression
From Zero to One: prospecting for growth
Solution-Based B2B Selling: moving from price to value
Knowing Your Value: becoming a trusted advisor
Influencing decisions and driving outcomes
Navigating complex stakeholders
How We Work
Delivered as focused one-off sessions or sustained programmes, virtually or in person. The work looks different depending on who is doing the selling.
Deal & Pursuit Coaching
Applying capability to live opportunities, so the learning transfers where it counts:
Pursuit and bid strategy
Key account and relationship planning
Deal reviews and progression coaching
Preparation for high-stakes conversations
Work Winning for Professional Services
For doer-sellers who need to win work, but dont want it to seem ‘salesy’:
The Activator Advantage - what the best rainmakers do
Developing and nurturing relationships
Reframing BD as solving not selling
Gaining access to decision makers
Uncovering client needs and matching it to the breadth of the firms solutions
Positioning value in a compelling way
Sales Kickoffs & Offsites
High-energy sessions that bring a commercial group together around a shared agenda:
Launching a strategy, model or financial year
Building energy and discretionary effort
Developing skills
Aligning on ways of working
OUTCOME
