Sales process and deal coaching
05 / TMC ADVISORYGive complex sales a clear path forward.
Connect customer evidence, qualification and commercial value with the buying journey. Equip managers and sellers to make better decisions on live opportunities.
When it matters
Make opportunity progress visible.
Deals progress through your CRM, but the customer evidence is uneven. Your team needs a clearer view of buying decisions, stakeholder alignment and the next action that will move an opportunity forward.
Define progress through customer evidence
Completing a demo or sending a proposal does not establish that a customer is ready to buy. Define what the team needs to understand and validate at each stage, using your existing sales process as the starting point.
Build qualification into everyday selling
Use ongoing MEDDICCL qualification to review metrics, the economic buyer, decision criteria, the decision process, pain, champions, competition and linkage to the customer's wider business priorities. Revisit the evidence as an opportunity changes.
Apply the approach to real opportunities
Work with selected live deals to develop discovery, stakeholder coverage, customer value and mutual milestones. Pilot workshops and manager coaching with a selected team, then refine the tools before wider use.
The work
Define the priorities. Make the decisions.
We agree the scope around your business, the evidence available and the people who need to carry the work forward.
- Customer-verifiable progression criteria for sales stages
- Discovery guides and opportunity-health reviews
- Customer-developed value cases and success measures
- Stakeholder mapping and champion development
- Commercial alignment around technical evaluations
- Mutual milestones across evaluation, legal and procurement
- Manager coaching using selected live opportunities
What you take away
Working outputs your team can use.
The deliverables are agreed at the outset and developed with the people who will put them into practice.
- Sales process map and stage guide
- Qualification record and discovery questions
- Stakeholder map and customer business case template
- Mutual close plan and opportunity review routine
Meaningful progress
Agree what good looks like.
Establish a baseline for customer-validated evidence, clarity of next steps and adoption of coaching routines. Review conversion, sales cycle and win rate over a period that reflects your business and available evidence.
The baseline, definitions and review period reflect your business and sales cycle. We review the evidence together and adjust the work as needed.
Our approach to an engagementExplore the connections
A conversation with TMC
Let’s discuss your process and coaching priorities.
Start with what is changing, where progress is getting stuck and the decision you need to make.