Behind Every Successful Team is Proven Systems and Processes

Key moments and methodologies in your sales processes are clearly defined. Your playbook is custom designed to help all reps sell with confidence, and consistently get results. Create a next-gen revenue driving force

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Why We’re Passionate About The Playbook

When everyone is on the same page, big things can happen
  • Onboard and ramp up new hires faster
  • Improve team confidence, efficiency and productivity
  • Create a smoother, more focused customer journey
  • Avoid missteps and unnecessary time wasting
  • Better qualify prospects and eliminate poor leads faster
  • Less micromanaging. Leader’s have more time to lead proactively
  • Faster and easier to critically assess deal outcomes and tune processes
  • Create a universal sales language and understanding across your company

B2B Sales Playbook Elements

Targeting

  • Outline the highest priority segments and company types where our solution generates the most value.
  • Identify the key personas in the target companies.

Targeting

  • Identify the key problems we solve for the identified industries and personas.
  • Identify the benefits to those personas from our solution.
  • Provide clarity on our Value Propositions.

Targeting

  • Explain the sales methodology for targeting and winning our target customers.
  • Define each stage of the pipeline.
  • Outline approach to Opportunity Generation.
  • Include example messaging, emails, call structure, discovery checklist, and expected cadence
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“A Word From Our Customers

“Steve developed an Account Acquisition Program for our Commercial and Government teams that has generated tremendous results. Steve prepared our team with best practices around large account prospecting and how to drive deal progression through to close without opportunities going dark.”
David Connellan
David Connellan ANZ Commercial Sales Director - Lenovo

Who We Work With

tech-companies

Tech Companies

From large multinationals to exciting SaaS companies in the hypergrowth market entry phase in ANZ or APAC. Drive new sales through effective account acquisition programs, improve your funnel velocity and enhance your forecasting accuracy. Set you and your team up for long term, sustainable growth.

founder-led-business

Founders

Fast growing founder-led businesses who have achieved some critical mass and are looking to scale and ramp up operations. Lay the foundations for a future-proof sales machine built for your ideal customers. Make the right hires and create a team culture aligned with your company goals

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lenovo-small
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uber
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ABOUT steven

Welcome to my passion project!

Having been through more than a hundred quarters as a sales professional and tech sales leader – believe me I have felt all of the highs, lows and pressures.
  • 20+ years in senior management within the technology space
  • Managed high performance sales teams in enterprise markets across the Asia Pacific
  • Responsible for over US$4 billion in sales
Trusted consultant to some of the world’s leading enterprise tech companies, and exciting SaaS startups.
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Steven Norman

“Optimise your sales structure to set yourself and your team up for long-term success in this high intensity and challenging market.”

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