Discovery that disqualifies
The hardest skill. Asking the questions that surface fit or non-fit in 15 minutes — so your team stops spending a month on deals that were never going to close.
B2B sales frameworks built from operator experience, not consultancy theory. Discovery, demo, close, objection handling, pricing conversations, pipeline management. Workshops, embedded coaching, or train-the-trainer programmes for UK SME teams who need the next call to convert, not a certificate.
Phil's 13 years inside the UK home care software industry was sales-led — high-volume B2B selling into UK domiciliary agencies, plus the implementation and support that came after. Training built from doing it, not from books. Delivered in Worcester, on-site UK-wide, or remote.
We don't teach 'closing techniques' from the 1980s. We teach how to have a useful conversation, how to disqualify quickly, how to price honestly, and how to follow up without being annoying.
The hardest skill. Asking the questions that surface fit or non-fit in 15 minutes — so your team stops spending a month on deals that were never going to close.
Showing the product as a diagnostic tool, not a feature parade. Operator-grade demos that let the buyer say 'oh, that solves X' rather than 'wow, lots of features'.
How to talk about price without flinching. When to anchor high. When to walk away. The under-trained, under-discussed skill that loses the most deals.
Real objections, not training-deck objections. Budget, timing, internal politics, incumbent vendor. How to surface them early and address them honestly.
What to send, when, how to make it personal at scale, when to give up. The unsexy part of sales that decides 60% of pipeline outcomes.
Honest pipeline hygiene. Probability-weighted forecasting. When to call a deal dead. Killing wishful thinking before it ruins your quarter.
13 years carrying a B2B sales quota inside UK home care software + three SaaS launches that had to convert demos to paying users. Frameworks tested in our own quotas before being taught.
Phil carried a real B2B sales quota for years inside home care software before he taught any of this. Trainers who've never carried a quota teach the parts books cover. We teach the parts you only learn from missing one.
We adapt the framework to your sector. B2B SaaS sells differently from trades. Care services sell differently from professional services. The framework respects the difference.
One-day workshops are useful. Embedded coaching over 90 days is transformative. We offer both — and recommend embedded for teams that want sustainable change.
Pick the format that matches your team size and how deep the change needs to go.
One-day intensive for a sales team up to 8 people. Covers discovery, demo, pricing, follow-up. Includes 30-day post-workshop async support.
Two-day deep-dive for teams up to 12 people. Adds objection handling, pipeline, forecasting, role-play coaching. Includes 60-day async support and pipeline review at day 60.
Phil-led 90-day programme. Weekly call with sales lead, fortnightly team coaching, real-deal feedback, framework rollout. For teams that want sustainable change.
Equip your senior sales lead to run the training internally afterwards. Five-day intensive + materials handover + 30-day follow-up. Best for fast-growing teams that want self-sufficiency.
Start with the Business Discovery or email Phil directly. We'll come back with a recommendation, a sample workshop agenda, and honest commentary on whether training is the right intervention or whether something else (process, people, product) is the real bottleneck.
B2B only. Consultative selling, considered purchases, multi-stakeholder buyers. We don't do retail or door-to-door techniques.
Especially well. Most founder-sellers fail in two ways: pitching too hard or being too generous with their time. The framework is built around questions and disqualification — both natural for technical thinkers.
B2B SaaS, professional services, trades, home care (commercial care contracts), hospitality (group bookings, partnerships). If you have a sales motion that involves a real conversation, we can train it.
Yes. All slides, frameworks, scripts and worksheets are yours to keep and iterate. We don't licence-lock the IP.
We offer a free follow-up workshop within 90 days if your team hasn't seen measurable pipeline improvement. We've never had to honour this — but the offer matters.