I help B2B sales teams sell complex decisions. Your sellers learn to diagnose before they present, build the value case with the buyer, and ask for commitments the buyer can actually keep.
30 to 45 minutes. For B2B teams with 5+ sellers.
The demo went well.
The buyer said it looked great and asked for a proposal. Then silence. Not a no, not a yes. Just a deal that sits in your pipeline for months and quietly disappears from the forecast.
Everyone sells their own way.
Two top performers carry the number. New hires take too long to ramp. Managers can't coach a method the team doesn't share, so coaching turns into opinions.
The stage says "proposal."
Deals move forward in the CRM when the seller feels good, not when the buyer has done something. The forecast inherits the optimism.
One contact, one opinion.
The deal depends on a single friendly contact who likes you but can't move the decision. When they go quiet, so does the deal.
The problem isn't effort. Most teams present before they understand, and push before the buyer is ready to decide.
In an analysis of 2.5 million B2B sales conversations, 40-60% of qualified deals ended in no decision rather than a loss to a competitor. Dixon & McKenna, The JOLT Effect (2022).
Pressure closes a few deals and stalls the rest. Buyers who can't see the value, the risk or the path to a decision don't say no. They go quiet. Sales Alchemy trains your team to make a good decision easier to take, and to recognise early when it won't be taken.
Transforming conversations into decisions.
A consultative sales system built on how buyers actually decide. Each stage ends with something the buyer did, not something the seller hoped.
Understand the buyer's process, problem and desired outcome before recommending anything.
Different buyers need a different pace, level of detail and kind of evidence. The facts and the promises stay the same.
Value is the meaningful distance between where the buyer is and where they need to be. The seller helps find it, test it and, where it makes sense, put a number on it.
An objection is what the buyer says. The cause can be value, trust, risk, priority, change, power or clarity. Diagnose before answering.
Seller activity doesn't prove progress. The buyer sharing data, bringing in colleagues or taking internal action does.
Is this opportunity worth investing in?
A reason to explore and a testable hypothesis.
How do we earn a relevant conversation?
Trust and permission to explore.
Why change the current state?
A value gap the buyer confirms.
Why is the change worth the investment?
A value case tied to the buyer's own outcomes.
How will the organisation decide?
A decision map and enough alignment to move.
What is stopping progress?
Obstacles understood and resolved enough to continue.
What is the buyer ready to commit to?
A concrete commitment, or a clear final answer.
What we do with each deal, with every stage backed by buyer evidence.
Self → Read → Adapt → Influence
How the seller manages their own state and reads the person in front of them. Behavioural style is one input here. It never replaces what the buyer actually says and does.
Plan → Execute → Reflect → Improve
How new skills turn into habits on live deals, through manager coaching, not a one-off training day.
A short call about how deals move through your pipeline and where they stall. We look at your last few stalled deals and what the buyer actually did before they went quiet.
For B2B teams with 5+ sellers and a sales cycle longer than a few weeks.
If there's a fit, we scope a Diagnostic. If there isn't, I'll tell you.
Before we change anything, we measure how your team sells today. Interviews with sellers and managers, a review of live deals against the seven stages, and the evidence behind your pipeline stages.
A Sales Performance Map: where deals stall, which stages rest on hope instead of evidence, and the three behaviours to change first.
Your team learns the method together, then applies it on live deals for 90 days, with manager coaching built in. We agree the baseline before we start and measure it again at the end.
What we measure (agreed with you):
What this is not: a course that fades by Monday. It's a method your team uses on real deals, with a measured start and a measured end.
Delivered in English or Serbian. Online or in person. Contracts via Nicorp Ltd, London.
A 30 to 45 minute Scan. Bring two or three deals that went quiet. We'll look at what the buyer actually did before they stopped, and whether a Diagnostic makes sense. If it doesn't, you'll hear that from me first.