A scattered sales process, rebuilt into one repeatable funnel.
The job to be done
Make every deal move the same coachable way, so growth stops depending on the best rep in the room.
The challenge
Deals were coming in, but the path from first call to signature was different every time. Reps improvised the pitch, follow-ups slipped between calls, and no one could say which stage was leaking or why a good quarter had actually been good, which made forecasting a guess and coaching impossible.
The process
Every step from lead to signature was mapped into one funnel: presentation, pitch, sales call, negotiation, proposal, close. Each stage got a clear owner, an entry trigger, and a defined follow-up, so a repeatable process replaced improvisation and a new rep could run the same motion as the best one.
What changed
- Calls, monitored: demo and sales calls were recorded and scored against a fixed framework, so we could see exactly where a conversation lost the room and coach to it.
- The leak, found: scoring surfaced the real drop-off, strong demos that stalled after the proposal with no consistent chase.
- Proposal cadence: an automated day 1, 3, 7 and 14 follow-up now chases every proposal, so deals stop dying in silence.
- Stage triggers: each stage got an entry trigger and an owner, so a deal cannot sit un-worked between calls.
- One playbook: the winning motion was written down, so a new rep runs the same process as the best one.
The solution
One defined funnel now moves every deal the same way. Follow-ups fire on their own, stages are visible on a shared board, and the team spends its time selling instead of remembering what comes next or rebuilding the pitch from scratch.
What we built
- One mapped funnel: presentation to close, six defined stages
- A stage owner, trigger, and follow-up for every step
- Automated follow-ups so nothing slips between calls
- Stage dashboards and a repeatable playbook
The result
The sales motion became predictable and coachable. Stalls surface early, forecasting is grounded in real stage data, and demand turns into revenue through a process that holds up as the team grows rather than living in one person’s head.
How long does an engagement take?
Most builds run over a focused one-month setup, then a two to three month optimising phase where the numbers compound. The exact timeline flexes to the scope.
What do you need from our team?
Access to your current funnel and data, one point of contact for decisions, and the room to instrument each stage. The heavy lifting is mine.
How do you measure success?
Against one visible funnel: qualified pipeline in, stage by stage conversion, and a forecast the team will put its name to. Not vanity metrics.
Do you work with our existing tools?
Yes. I build on the stack you already run and add an AI layer over it, rather than forcing a migration.