Dont let that deal slip through your fingers
Deal coaching leads to 28% higherwin-rates. Close the big deals to smash your targetTitle: Dont let that deal slip through your fingers
​Raise your game with 121 or Group Coaching
Discuss real opportunities
We take it out of the classroom to discuss real winnable opportunities
Deal Terrain Mapping
Unpack the opportunity to understand the political and decision making landscape
Action Planning
Find solution and act with clarity to drive your opportunities to close.
Who is deal Coaching for?
Perfect Fit
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Enterprise AE’s doing individual deals between £100k -£10m ARR
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Selling software and tech to banks and other regulated financial services
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Committed to pre-call prep and post-call execution
Not for
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SMB or transactional sales < £100k
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Teams looking for generic sales training
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Reps unwilling to look for weaknesses in their deals
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About the coach
I've held sales leadership roles across all seniorities, having built and led the most successful sales teams at 2 unicorns –Backbase and Mambu -scaling the European sales team from 3 to 30 staff, revenue from £3-15m ARR, and growing revenue 100% year-over-year, every year.
As an Individual Contributor and have led every possible type of sale, including some of the largest Financial Services software industry deals on record at over 8-figures.
​I’ve got both the trophies and scars from this journey. I’m here to help my clients learn the lessons of my career without the blood and sweat it took me to acquire the experience.
I want to help have all the success I’ve had, and none of the failures..
What my clients say
His strength comes from his ability to read the terrain in complex big-ticket sales, and ensure the right people are in the room, at the right time, and well prepared. When coaching, he has a unique way of helping his team understand those complex situations and take action. A great sales leader!
Tony
Client
James has and remains to be the biggest influence in my career and overall development. James taught me importance of good questioning, timing and the true art of qualifying opportunites. His understanding of how sales works is second to none
Harjit
Client
What separates him from the crowd is centred around his commitment and dedication towards growing individuals on his team. He truly measures his success in that of the success of his team.
Michael
Client
Why coaching matters for 'must-win' opportunities
Most companies underinvest in critical opportunities!
On average 90% of revenue comes from 10% of customers
Bessemer Research
82% of leaders say losing must-win deals has long-term impact on company revenue
Gartner
Top performing reps focus x2.5 time on high-impact opportunities
State of Sales 5th Edition
When salespeople get consistent training and use a methodology, 73% attain quota
Close
Coaching leads to a 28% higher win rates for sales teams
Quilr
Training gives knowledge, Coaching coverts knowledge to performance
5 critical moments to learn and adjust
Value Building
You have won access to a group of stakeholders who are evaluating and building a business case.The moment the first stakeholder opens the door to include their colleagues is critical. It decides whether the engagement dies-on-the-vine, or goes to the next level. This is the golden window to build value and evidence, and multi-thread whilst you have access.
Formal Selection
RFP’s are an inevitable part of big-ticket selling -especially in banks. Taking control, or not giving up a hard-earned advantage at this stage is important in maintaining the momentum you need to close. So many sellers treat RFP's as a boring handle-turning exercise and end up losing a deal they should have won.
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Risk Signals Emerging
In every sale there are curve balls. A variety of hard-to-predict situations emerge that require decisive action or they can destroy the deal. Unexpected personnel changes, changes to strategy, vocal detractors, or a competitor gaining advantage. Getting on top of these events is the difference between win-and-lose
Shortlist and Exec Alignment
​When a vendor is shortlisted many AE’s often take their foot of the peddle having ‘played their hand’. Identifying opportunities to strengthen prospect commitment as you approach the final decision will ensure victory and maximise value in closing​
Post-Mortem
OK, so you can’t save the deal at this point, but you can learn from it.
Top performing AE’s are fearless in dissecting lost opportunities to extract lessons to prevent losing the next one.
Everyone loses, but the best salespeople lose less-and-less as they improve.