From prospecting to closing, for teams that sell complex solutions to buying committees. There are 7 trainings, which can be hired on their own or combined in the order the operation needs.
Audience
SDRs, BDRs, closers who prospect and pre-sales managers
The problem
Generic mass prospecting, leads with no mapped pain and falling response rates.
What is developed in the room
Stays with the company Prospecting cadence by customer profile and qualification criteria matrix
Talk about this trainingAudience
Closers, account executives, KAMs and presales specialists
The problem
A first meeting that turns into a premature product demo, without mapping the decision-maker.
What is developed in the room
Stays with the company Commercial diagnosis script and opportunity qualification sheet
Talk about this trainingAudience
Salespeople, technical specialists and leaders who negotiate
The problem
A passive salesperson who gives in quickly to price demands and cannot hold an executive position.
What is developed in the room
Stays with the company Strategic sales questions guide and customer success story bank
Talk about this trainingAudience
B2B sales teams and leaders looking for a methodological standard
The problem
The lack of a single method makes it impossible to compare opportunities and forecast sales.
What is developed in the room
Stays with the company The company's sales method documented and reflected in the CRM pipeline
Talk about this trainingAudience
Closers, KAMs, presales and sales leadership
The problem
Proposals focused on price and features, which end up in a bidding war at procurement.
What is developed in the room
Stays with the company B2B commercial proposal template and executive ROI calculator
Talk about this trainingAudience
Senior salespeople, key account managers and sales leadership
The problem
Disorderly discounting in the final stretch and negotiations stalled in procurement or legal.
What is developed in the room
Stays with the company Concessions and objections matrix and guide to closing complex contracts
Talk about this trainingAudience
Engineers, solution architects, consultants and technical staff involved in sales
The problem
Technical specialists who cannot lead business conversations and lose scope in the proposal.
What is developed in the room
Stays with the company Technical-commercial scoping script and guide to the specialist's role in the sale
Talk about this trainingThe training was fully customized, aligned with the gaps I had identified as Commercial Director. The lessons were absorbed right away and we already see a clear improvement in the company's results.
Caio RoslindoChief Revenue Officer · WePayments
A perfect connection between customer focus, data-driven work and the sales team's routine. The project was led with insight and masterful teaching.
Alessandra CarrascoHead of Data · Roche
I hired a CRM implementation and received something infinitely bigger. Today I see a company able to grow with consistency.
Caio SimioniCEO · SIM Fitness
The consultancy's commitment was essential to align our internal processes and improve our sales performance.
Gabriela ProcopioMarketing Director · Planik
The client-consultancy barrier broke early and we started seeing them as part of our own team. That comes from their high level of commitment.
Ricardo TenórioMarketing Director · Tino
One of the best marketing professionals I have ever met. Critical and systemic thinking, and decisive on top of that. Without a shadow of a doubt, Ícaro would be one of my partners in any business, because he has an above-average ability to turn problems into solutions.
Carlos OuverneyCEO · Bluem
For teams that sell complex solutions to buying committees: SDRs and BDRs, account executives, closers, KAMs, presales and technical specialists involved in the sale, plus sales leadership.
No. Each training works on its own. The combination comes from the diagnosis: some companies start with prospecting, others with discovery or negotiation.
A training can be a 4 to 8 hour workshop or an ongoing program, with spaced sessions and follow-up between them. The format comes from the diagnosis and the moment of the team.
Yes. When the company already has a method, whether SPIN, Challenger, MEDDPICC or its own, the training starts from it. When it does not, the Complex Sales Methodologies training helps choose and document one.
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