B2B Sales Consulting
Fix what’s breaking your pipeline, win rates, and forecast without relying on cookie-cutter advice.
Our 4-Pillar B2B Sales Consulting Framework
People We Work With:
The Strategy
What’s the best sales process for B2B teams?
A good sales strategy gives your team direction. It defines what to focus on, who to target, and how to win. Without that clarity, execution becomes scattered and results stall. Strategy should connect your revenue goals to actions your team can take every day.
At A Sales Growth Company, we help you build practical, revenue-focused sales strategies designed to perform in real-world conditions. Every plan is grounded in buyer realities and built to scale with your business.
How We Help:
- Define your revenue goals and performance metrics -We identify the targets that matter and establish clear indicators of progress across your team.
- Clarify your Ideal Customer Profile (ICP) – We help you focus on buyers experiencing the exact problems your team is equipped to solve.
- Build a market penetration and positioning plan – We outline how to break into your market, strengthen your competitive stance, and win key segments.
- Develop messaging aligned to real buyer problems – We craft messaging that reflects the business issues your buyers care about and positions your team as the solution.
- Create an execution roadmap (GSIT) – Using our GSIT framework (Goals, Strategies, Initiatives, Tactics), we give you a detailed, operational plan to drive performance.
If your sales strategy isn’t improving win rates or helping your team qualify and close more effectively, it’s time to rebuild it.
The Structure
How should a B2B sales team be structured?
Sales structure defines how strategy gets executed. It determines who owns what, how work flows across roles, and where leadership needs to intervene. When structure is unclear, performance stalls and execution becomes inconsistent.
We work with sales leaders to design teams that support the plan, accelerate decision-making, and provide visibility into what’s really happening in the field.
How We Help:
- Audit your current structure – We evaluate how your team is organized and identify where the gaps, redundancies, or roadblocks are.
- Design role clarity and alignment – We define responsibilities across the sales organization to reduce confusion and ensure accountability at every level.
- Strengthen reporting and performance tracking – We build in tools and workflows that help leaders see what’s working, where deals stall, and how reps are executing.
- Improve cross-functional support – We help you align sales with marketing, success, and operations so the entire revenue team works toward the same goals.
When structure aligns with strategy, execution improves across the board. We help you build an environment where your sales team can operate with clarity and confidence.
The Process
What’s the best sales process for B2B teams?
A reliable sales process gives your team structure. It defines what to do, when to do it, and how to measure progress across deals. When every rep follows the same steps, managers can coach more effectively and leadership can forecast with confidence.
We design sales processes that reflect real buying behavior and give your team the tools to move deals forward with consistency.
How We Help:
- Document your sales stages – We map out each stage using clear inputs, buyer actions, and specific exit criteria.
- Define qualification requirements – We identify the buyer input data your team needs to collect to move opportunities forward.
- Build deal and pipeline review processes – We create structured reviews that highlight risk, show execution gaps, and drive stronger coaching conversations.
- Set up opportunity scoring – We establish a scoring system based on historical data, deal behavior, and what buyers are actually saying.
- Train your team on execution – We work hands-on with reps and managers to apply the process in calls, reviews, and day-to-day selling.
The right process creates clarity for reps, managers, and executives. We help you build a system that improves performance at every stage of the deal.
The People
Why do B2B sales teams struggle to hire top talent?
A lot of sales problems are people problems. If the wrong reps are in the wrong roles or if your hiring process fails to spot execution gaps, performance suffers no matter how good your product or strategy is.
We help you build a team that can actually sell. That means hiring the right people, defining what success looks like for each role, and giving managers the tools to coach for performance.
How We Help:
- Evaluate current team performance – We assess skill levels, role alignment, and execution across the team to identify who’s positioned to succeed—and who needs support or change.
- Define success criteria by role – We break down what good looks like in every position, including KPIs, behaviors, and capabilities required for consistent performance.
- Fix the hiring process – We help you structure interviews, design better questions, and identify patterns that predict success in your environment.
- Improve onboarding and ramp plans – We develop onboarding processes tied to your actual sales motion—not generic training slides or shadow sessions.
- Coach managers to develop reps – We equip sales leaders with a coaching model that builds skills, reinforces your methodology, and improves deal execution.
Top performers aren’t born. They’re hired, developed, and supported. We help you build a hiring and coaching system that creates them.
Get a Clear View of What’s Slowing Sales
We’ll walk through your pipeline, structure, and process to pinpoint the real issues.
What You Can Expect from Sales Growth B2B Sales Consulting
Our approach focuses on real-world application. We work directly with your team to improve execution, strengthen leadership oversight, and drive measurable results across the sales organization.
Clients typically see:
- Higher win rates across qualified opportunities
- Improved forecast accuracy based on buyer-confirmed information
- Shorter sales cycles through better deal qualification and progression
- Increased average deal size through stronger value conversations
- More effective pipeline reviews with clear opportunity scoring and next steps
- Better rep performance supported by structured coaching and clear expectations
Every engagement is tailored to your specific challenges. We help your team operate with more clarity, consistency, and confidence across the sales cycle.
The Method Behind The Results
Our consulting approach focuses on execution. We use the Revenue S.P.E.E.D.™ Model to improve how teams sell, manage deals, and lead. Each layer of the model targets a specific point of failure across skills, opportunity, and forecasting.
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Skills Layer
Reps and managers are trained using a consistent sales framework. This includes clear expectations for discovery, qualification, and closing behaviors. -
Opportunity Layer
We implement structured tools and processes that improve deal quality, pipeline visibility, and leadership oversight. -
Forecasting Layer
Teams learn how to define forecastable opportunities using buyer input data, past performance, and defined criteria. Leadership gains a clear view of risk and deal progression.
Each layer reinforces the others. The result is a sales organization with better visibility, better execution, and stronger performance across every deal.
What Is Gap Selling?
“This one’s our best-seller.”
You’d walk out. That same scenario plays out in sales every day. Buyers mention a pain point, and reps immediately jump to pitching their product.
Gap Selling teaches reps to pause and diagnose first. The focus is on understanding what the buyer is dealing with, where the problem is coming from, how it’s affecting their business, and what outcome they’re working toward.
It’s a structured approach to sales discovery, qualification, and urgency creation. Reps are trained to uncover business problems, root causes, and impacts—then connect those insights to specific outcomes the buyer wants to achieve.
Case Studies
Ryan Cannady, CRO of John Deer Employees Credit Union Increased his bank membership
Ryan was tasked with increasing the number of clients who used Deer Employee Credit Union as their primary banking institution. His team was struggling at helping members see the value of the relationship. Before Gap Selling sales training, only 18% of their 3000 members made DECU their primary financial institution. After Gap Selling, they grew that number to 40% of 7,000 members.
%
Increase in Primary Institution
%
Increase in Membership
%
Shorter Sales Cycle Length
%
Positive Culture Change
trusted by:
Struggling With Declining Revenue or Falling Win Rates?
We’ll help you uncover the hidden execution issues driving poor results before the next quarter slips away.
A Little Insight For Ya…
Here are a few tools to get you on the right path forward.
How Buyers Want to be Sold
This survey report shares direct input from buyers on how they prefer to be approached, engaged, and sold to. It highlights what buyers pay attention to, what gets ignored, and the reasons they move forward or walk away. You’ll see clear trends in messaging, outreach, and rep behavior that influence buying decisions.
Use this report to align your sales motion with how real buyers actually evaluate sellers.
Deal Review Framework
This resource outlines a nine-point deal review process anchored in buyer input. It helps sales leaders assess deal quality based on discovery, qualification, decision process, buying timeline, and urgency. Each criterion is designed to surface execution gaps and guide stronger coaching conversations.
Use it to bring structure, consistency, and focus to every deal review session.
Revenue S.P.E.E.D.™ Model Assessment
This self-assessment gives sales leaders a structured way to evaluate their team’s ability to execute. It breaks down your sales organization across three critical layers: Skills, Opportunity, and Forecasting. Each section contains targeted questions covering everything from methodology and coaching to pipeline visibility and forecast reliability.
Use this tool to inspect how well your systems support rep execution, deal quality, and leadership oversight. The assessment highlights gaps that stall performance and gives you a starting point to prioritize what needs to change first.