Sales training, process and certification · B2B technology
Escape the red ocean.Build predictable revenue.
A sales team held to a written standard, for as long as you have one. You are a founder at a B2B technology company where revenue depends on who happens to be selling that quarter. Abdullah Saleh scores where your sales function actually is, writes the process around your live deals, trains the team on those deals, and certifies every seller on a recorded call against a standard they can fail. Certification lasts twelve months, which is why the work does not stop at a handover.
Who this is for
A B2B technology company between $3M and $15M ARR, where sales is not working.
If you are pre-product-market-fit, or the problem is the product rather than the selling, none of the three engagements will fix it and we will say so on the call.
Our position
A document does not change a revenue number. A team trained on it does.
Most revenue problems are capacity problems. The process lives in the heads of two good sellers, and the number depends on who happens to be selling that quarter.
We score where the function is, write the process around the client’s live deals, and train the team on those deals rather than on a case study. Every seller is then certified on a recorded call, against a published standard they can fail.
The same strategist runs the engagement from the first diagnostic to the last certification. There is no bench. Certification is valid twelve months, which is why the standard needs a keeper.
What certification tests
Assessed on a recorded call, against five weighted competencies, and it can be failed.
Where people start
Three ways in, in widening scope, and one thing that carries on after all of them.
Insights
Selected writing
Why capacity compounds
Capacity is the only thing that compounds. Everything else decays.
A team asked to qualify harder or run better discovery will do so for a quarter, then revert, because the measures, incentives, inspection and ownership that produced the old behaviour are unchanged.
Each engagement therefore rewrites the five policies that govern behaviour: what is measured, what is paid, what is inspected, what is documented, and who owns each decision. Certification is assessed on a recorded call and can be failed.
What decays is the standard itself. Sellers leave. New people arrive with none of it. The bar drops quietly and the first anyone knows is the number. That is the argument for staying, and it is why 97% of clients do.
The next step
Thirty minutes with the person who would do the work.
No deck and no discovery script. Abdullah Saleh, the fees you have already read, and an honest answer about which of the three fits — including that it might be none of them yet.