B2B consultative selling
Your complex sale should not depend on two star sellers
A consultative selling method for companies that sell complex solutions to other companies: long cycles, several decision makers, and proposals that combine technology, implementation and services. A sales process you can measure, repeat and teach.
The problem
Without a common method, results depend on a few people
In complex B2B sales the cycle is long and several people decide, each for different reasons. Without a common method:
- the forecast misses at the end of every quarter;
- opportunities stall with “no decision”;
- discounts end up replacing the business case;
- results depend on one or two people, and when they leave, what they knew about the client leaves with them;
- the CRM records what happened, but does not help decide what to do.
Signs your team needs it
How many do you recognize?
- Management reviews the numbers, but learns an opportunity was at risk only after it is lost.
- Each seller qualifies opportunities with their own criteria.
- Marketing brings in leads that sales does not want to follow up.
- Several business units or lines sell to the same clients and do not work together.
- Targets and commissions are changed along the way.
- The CRM has duplicates, incomplete data and stages that nobody follows.
How we work
Five stages, from baseline to measurement
Sales assessment: where business is lost today
Between 2 and 4 weeks, depending on the scope and your team’s availability. Three views are compared: what management sees, what each team says about itself and what the operation shows (CRM, pipeline, proposals, targets). The assessment ends with a measured baseline and a prioritized plan.
Method design: the whole team qualifies the same way
A consultative selling method built on proven frameworks (SPIN, Challenger, MEDDIC, Solution Selling) and adapted to how companies buy in Latin America and to each business unit: who you sell to, how an opportunity is qualified, how decision makers are identified and how the business case is built.
Process and tools: the system supports the method
Stages with clear exit criteria, playbooks, a CRM set up around the process and a pipeline dashboard. It includes the agreement between marketing and sales (what each team delivers and by when) and, if your company sells through channels, the way of working with partners.
Training and adoption: the method applied to real opportunities
Hands-on training with your own team’s cases, and a regular pipeline review with management so the method is still used after the training.
Follow-up and measurement: compare against the baseline
We measure what changed since the assessment and adjust what does not work.
What your company receives with the assessment
A plan with a baseline
By business unit: strengths, gaps and opportunities.
Where they see the company differently.
Across the organization, that no unit can solve alone.
With owners and deadlines.
A few concrete results, not a list of intentions.
To measure progress.
The book
Vender resultados, no licencias
The method comes from almost 20 years of selling complex technology in Latin America, and it applies to any sale with a long cycle and several decision makers. What works as is in our markets, what needs to be adapted and what simply does not apply. Each chapter has a section for the person who leads the team. The book is in Spanish.
How to engage
Four options
Fixed scope, between 2 and 4 weeks.
A project with a defined scope and length.
For the sales team.
Linked to sales growth, when the baseline allows it to be measured.
We work with companies and sales teams. We do not offer individual training.
Where is your company losing business today?
Request a sales assessmentReferences available during the conversation.