Consulting & Leadership
COMMERCIAL DIAGNOSTICS
Not everything needs an overhaul. We find what to grow, what to stop and what to fix, so every team hits the number, together.
Three Ways In
01 · Diagnostics & Recommendations
An honest read on how your team sells, and what to fix first.
A full lead-to-renewal audit, prioritised recommendations and a roadmap your team can run.
WHAT'S INCLUDED
The audit. We go through the whole commercial engine, lead to renewal: pipeline and CRM data, qualification, conversion by stage and by rep, pricing, incentives and the hand-offs between marketing, sales and customer success. We sit in on calls and pipeline reviews, and talk to the people doing the selling, not just the people reporting on it.
The diagnosis. Most teams know something is wrong; few agree on what. We separate symptoms from causes, so a forecasting problem that is really a qualification problem gets fixed once, in the right place. Every finding comes with the evidence behind it and a plain view of what it costs you, in deals, margin or time, so the boardroom conversation is about decisions, not opinions.
The roadmap. Recommendations ranked by impact against effort, so you know what to do on Monday, what can wait a quarter and what to leave alone. For one £110m media business, a three-month review reset its ideal customer profile and its route into new verticals and regions. Double-digit growth followed for the first time in four years, with close rates up 20 points.
SCOPE YOUR ENGAGEMENT
Tell us about your team.
Team size, the roles involved, your objective, and your biggest commercial priority for the year ahead — we'll come back with a proposed scope for your review.
02 · Execution & Training
The playbook, training and coaching that turn a good plan into how your team sells.
Playbooks, qualification, negotiation and coaching — built with your team, practised until they stick.
WHAT'S INCLUDED
Once the diagnosis is agreed, we build the things that change behaviour: the playbook, the talk tracks, the qualification criteria, the competency framework and the CRM disciplines that hold it together. We build them with your managers rather than for them, so they are owned before they are launched, and new hires have a standard to follow from day one.
Then we train it in, using your deals and your customers rather than a generic course, in the four areas that move numbers fastest:
Qualification that survives a forecast call
One shared standard, BANTHI or your own, so a deal in the pipeline means the same thing to every rep and manager.
Conversations that sell value, not price
Discovery questions, talk tracks and objection handling, rehearsed in live role play until reps stop reaching for a discount.
Negotiation with a walk-away price
Agreed negotiables, sign-off stages and SCOTWORK-based practice, so your team can hold a price with confidence and some autonomy.
Coaching until it's habit
One-to-one and group coaching against a competency framework, so managers know who needs what, and progress is measured, not guessed.
For a UK taxi operator in a market where everyone else competed on price, five months of this took the close rate from 24% to 38%, lifted qualified meetings by 40% and cut prep per prospect from thirty minutes to ten. Better still, it left a playbook the next hire could use without us.
SCOPE YOUR ENGAGEMENT
Tell us about your team.
Team size, the roles involved, your objective, and your biggest commercial priority for the year ahead — we'll come back with a proposed scope for your review.
03 · Fractional Sales Leadership
Senior sales leadership in the seat, for as long as you need it, and no longer.
Part-time or full-time, embedded in your team and accountable for what the plan needs — from strategy and pipeline to coaching and incentive planning.
WHAT'S INCLUDED
As fractional sales leader for a Series A HealthTech scaling from £10m to £20m ARR, we rebuilt the commercial engine around Salesforce, BANTHI and a weekly forecast rhythm. Within twelve months lead-to-close rose from 18% to 33%, deal cycles fell from six months to four and forecast accuracy reached 85%.
We have run commercial teams ourselves, so we don't advise from the sidelines. We take the seat: running pipeline reviews, setting the operating cadence, coaching managers, redesigning incentives to reward the behaviour you actually want, and reporting to the board in numbers it can trust. It is the job a full-time hire would do, without the six-month search or the gamble on fit, and it is built to be handed over.
So the role bends to the stage you're at: scaling up, moving past founder-led sales or covering a vacancy.
SCOPE YOUR ENGAGEMENT
Tell us about your team.
Team size, the roles involved, your objective, and your biggest commercial priority for the year ahead — we'll come back with a proposed scope for your review.