If there is one skill that can help sales professionals over- achieve on their quota, it is the art and science of deal qualification. The science of qualification is very mature - however the art and discipline of deal qualification leaves much to be desired.


Our set of offerings are field tested, and customer validated, with the potential to maximize your win rate within your pipeline.


Better Deal Qualification, Acceleration, and Execution


Of the many challenges facing sales organizations, the one of hope-casting is perhaps the most frustrating. Sellers are not the only one to be blamed. Over estimation and misplaced optimism is an inherent human characteristic. When sales leaders understand this nuance of psychology, they can then look out for ways to remove the dysfunction of hope-casting.

It is our belief that deal qualification is the core of selling. Just as the strength of the core defines the strength of the human being, the strength of deal qualification defines the strength of a sales organization.


Our Approach


Most of our “Qualify Better” engagements stem after our customers have missed their forecast either for the quarter or the half. Sometimes, they observe a consistent decline in the quality and accuracy of their forecast, which motivates them to reach out to us.

As part of our engagement, we subject the top 10 deals for the next quarter to flow through our deal coaching sessions, so that the opportunity pursuit teams are able to assess the quality of their qualification, identify risks associated with the deal, and develop powerful actions to mitigate those risks.

In addition to these powerful outcomes, sales teams also realize the extent of their integration and the split of responsibilities required to secure their top deals.

Customer Results - Case Study

Traversing the journey from “hopecasting” to forecasting for one the largest software companies in the world

Customer acknowledgement testimonial

Recommended Resources for Deal Qualification


Why is Qualification So Important to Your Sales Process?

Why is Qualification So Important to Your Sales Process?

James is a sales rep at a popular company in Bengaluru. He is known for his eye for detail and sharp listening skills. He knows everything about the company’s products and services. He makes a good salesman owing to his clear understanding of the customer and their pain points. But he has one drawback – he can’t seem to close more deals.
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Business Acumen, Financial Acumen and Differentiated Client Conversations


In physics, resonance is defined by the matching of frequencies that increases amplitude. In sales, the ability to resonate with customers is important for meaning and motivation to be established in the conversation. The lack of resonance is very easy to decipher – the lack of progress on deals is a surefire indicator of mismatch of frequencies in client conversations.

For sellers to make sense to customers they need to possess a foundation of three core capabilities:

  1. The ability to talk the language of business and industry, broadly called business acumen
  2. The ability to talk the language of money, specifically called financial acumen
  3. The ability to talk the language of senior executives, loosely called executive conversations

How do we engage?

When customers discover a fall in pipeline volume, a decrease in velocity and a deterioration of quality that is when they reach out to us. Rather than spending time on internal reports, we spend time observing the quality of customer conversations. The extent of customer acknowledgement of the value and learning within the call is a leading indicator of the need to invest in capability building in business acumen, financial acumen, and executive conversations.

Our engagements are designed both as workshops for knowledge assimilation and as “real plays” for field application.

Clients who have experienced these engagements talk about increased access to decision makers, increased deal sizes and faster deal closures. They also talk about the levels of peripheral intelligence displayed by their field and the quantum of insights they bring back from their client conversations.

Customer Results - Case Study

Accelerating Client Value through Business and Financial Acumen

Customer acknowledgement testimonial

Recommended Insights to Help You.

Three Tips for Sales Conversation Success Tripura Multinational Sinapore

Three Tips for Sales Conversation Success

Three Tips for Sales Conversation Success

Three shots that every sales-person should have in their sales catapult:

1 - Basket of insights
2 - Executive presence in customer conversations
3 - Leveraging contrast to drive differentiation.

Think about your next customer meeting coming up next week. Is your basket of shots ready to help your customer hit their target?
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Negotiating for Business Value, Executive Access, and Better Price


Good negotiation skills are not a substitute for poor selling skills. Negotiation is often associated with price negotiation, while missing out on the more important components of negotiating for value and negotiating for access. If these two negotiations do not happen, it does not matter how good the price negotiations go, since your relationship will be commoditized. You will always be looked upon as a vendor as opposed to being a partner or an advisor.

Our Approach


How do we engage?

Typical client engagements start with their articulation of poor price realization in strategic deals. Clients see an increased usage of discounting, most often towards the end of the quarter, as a leading indicator of field incapacity to create and claim business value.

Our workshops keep active opportunities and negotiations at the center and then develop an approach to create business value in customer terms. This value is then leveraged to gain access to multiple stakeholders, so that a consensus on value is developed and the opportunity is morphed into an organizational business priority. The duopoly of value and access negate the need to negotiate for price. The ideal sales teams are those that make procurement a tick box exercise.

Knowledge without field application is sales hallucination.The ability to negotiate well, and throughout the sales cycle, is a fundamental skill that requires reiteration and reinforcement. We work through sales managers so that they can coach their teams on and off the field in their ability to apply the principles, practices, and disciplines of good negotiation.

Customer Results - Case Study

Building negotiation acumen for better value, access, and price

Customer engagement scenario

Recommended Resources for Better Deal Qualification

Doubling your win rate tripura multinational microlearning

Doubling your Win Rate by Exercising Deal Control

Doubling your Win Rate by Exercising Deal Control

In theory, the entire process of selling can be charted out in 7 or 8 clear stages. But in reality, the process is complex and the theoretical Sales stages merely touch the monster at the surface, let alone tame it. Between each of these steps, there are innumerable things that can go right or wrong, or worse - inconclusive.
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