STEP 02 · Prepare the sales team
Human-centric sales motion
A way of running the whole sales conversation that puts the person before the product, at every stage, every time.
Where this sits on the journey
See the full journeySTEP 01
Know your customer
3 products
STEP 02
Prepare the sales team
3 products
STEP 03
Open doors and build connection
3 products
STEP 04
Evaluate
2 products
What this is
We redesign how your team moves a deal forward, so each stage is built around what the buyer needs next rather than what your process needs next.
Most sales motions are designed backwards from the forecast: qualify, demo, propose, close. The buyer experiences that as a series of things being done to them. We rebuild the motion around the decision the buyer is actually making: who needs to be convinced at each point, what they need to see, and what genuinely earns the next conversation. It stays rigorous. It just stops feeling like a pipeline stage.
Deals move because the buyer wants the next conversation, not because someone chased a stage gate.
What you get.
01
The motion, mapped
Every stage from first contact to signature, defined by what the buyer needs rather than what the CRM wants.
02
Stage-by-stage guidance
What good looks like at each point, and the honest test for whether you have really earned the next meeting.
03
Manager coaching guide
So the motion is reinforced in one-to-ones and pipeline reviews, not just at kick-off.
How it runs
What changes
Deals move because the buyer wants the next conversation, not because someone chased a stage gate.
In practice: The red object problemLet's talk about the deal you are trying to win.
Bring us one live deal and we will look at it together. No pitch, no obligation.
Get in touchThe rest of the programme