Sales training, process and certification · B2B technology
Escape the red ocean.Build predictable revenue.
A sales team held to a written standard, for as long as you have one. You are a founder at a B2B technology company where revenue depends on who happens to be selling that quarter. Abdullah Saleh scores where your sales function actually is, writes the process around your live deals, trains the team on those deals, and certifies every seller on a recorded call against a standard they can fail. Certification lasts twelve months, which is why the work does not stop at a handover.
Who this is for
A technology company that sells to other businesses, making $3M to $15M a year in recurring revenue, where sales is not working.
If people are not buying the product yet, or the problem is the product rather than the selling, none of the three engagements will fix it. We will tell you that on the call.
Our position
Writing the process down does not change your revenue. Training the team to use it does.
Most revenue problems come down to how few people can sell well. The way deals get won sits in the heads of one or two good sellers, so the number depends on who happens to be selling that quarter.
We score how your sales team works today, write the process around the client’s live deals, and train the team on those deals rather than on a case study. Every seller is then certified on a recorded call, against a standard published on this site. Not everyone passes.
Abdullah does the work himself, from the first assessment to the last certification. You will not be handed to a junior. Certification lasts twelve months, so the standard has to be re-tested after that.
What certification tests
Sellers are scored on a recorded call, against five skills. Some count for more than others. Not everyone passes.
Where people start
Three ways to start, each one covering more than the last, and one thing that carries on afterwards.
Insights
Selected writing
Why the change lasts
Asking a team to work differently lasts about a quarter. Changing what gets measured, paid and checked is what makes it stick.
Ask a team to be stricter about which deals they chase, or to ask better questions on early calls, and they will do it for a quarter. Then they go back, because nothing else changed: the same things are measured, the same things are paid, the same things are checked, and the same people decide.
So every engagement rewrites the five rules that shape how a team behaves: what gets measured, what gets paid, what gets checked, what gets written down, and who owns each decision. Certification is scored on a recorded call. Not everyone passes.
The standard is the part that slips. Sellers leave. New people arrive without any of it. The bar drops slowly, and the first sign is usually the sales number. That is why most clients keep us on: 97% renew or stay engaged.
The next step
Thirty minutes with the person who would do the work.
No slides and no script. You get Abdullah Saleh, the fees you have already read, and a straight answer about which of the three fits. Sometimes the answer is none of them yet.