Diagnosis before the agenda
I read the funnel, the conversion rates and the objections that stall your deals. The angle of the content comes from that survey, not from a catalogue.
For your team
Practical content, from someone working in the market since 2010.
My job is to understand your business challenge, diagnose the gap between your team's hard and soft skills and build a tailored program. If you are looking for off-the-shelf content, that is not the work I do.
Who trusts my work
Companies that have hired me.
How the training is built
The content comes from your funnel, not from a generic slide.
Every programme starts with a diagnosis of the operation. What goes into the room is the bottleneck that showed up there, and the team works with its own pipeline open on screen.
Hands on the company’s own data
The group opens the CRM and works with real deals, not with a fictional case. The examples discussed in the room are opportunities the team recognises by name.
A deliverable that stays
Each topic ends with an operational artefact: playbook, matrix, SLA or guide. The material leaves the training ready to become routine, and stays with the company.
The topics
Five fronts, each with an operational deliverable.
The choice of topic comes from the diagnosis. In continuing programmes they chain together in the order the operation asks for.
Consultative selling and high B2B performance
Sales teams (SDRs, AEs, KAMs) and sales leadership
Consultative selling and high B2B performance
Sales teams (SDRs, AEs, KAMs) and sales leadership
The operational pain
Reps acting as PDF proposal presenters, a long and stalled cycle, and shallow diagnosis that never reaches the client’s business problem.
What is developed in the room
- Replacing the product pitch with a strategic business meeting
- Deep diagnosis and qualification of the opportunity
- Mapping the decision committee and the blockers
- Proposals built on the client’s ROI
- Mutual action plans with the buyer
Revenue Operations and revenue predictability
C-Level (CEO, CRO, CFO), VPs, heads of marketing, sales and CS, and RevOps analysts
Revenue Operations and revenue predictability
C-Level (CEO, CRO, CFO), VPs, heads of marketing, sales and CS, and RevOps analysts
The operational pain
Silos across go-to-market areas, targets hit in marketing that never become contracts in sales, and a forecast without the accuracy to support a decision.
What is developed in the room
- Unifying the end-to-end revenue journey across marketing, sales and CS
- Handoff SLAs with explicit acceptance criteria
- Pipeline governance and hygiene
- The metrics that support the decision: CAC, LTV, NRR and CAC payback
- Management rituals and running the pipeline review
CRM adoption and account base management
Sales managers, CRM managers, AEs, account managers and CS
CRM adoption and account base management
Sales managers, CRM managers, AEs, account managers and CS
The operational pain
CRM treated as bureaucratic data entry, team resistance to daily use, and the existing client base abandoned, with no retention or expansion work.
What is developed in the room
- Operational discipline and daily CRM adoption
- Hygiene rules and handling of stalled deals
- Account base processes inside the CRM: renewal, cross-sell and upsell
- Automation to remove manual data entry
- Operational dashboards and their executive reading
AI applied to the operation and revenue engineering
The whole sales chain: SDRs, AEs, AMs, operations and leadership
AI applied to the operation and revenue engineering
The whole sales chain: SDRs, AEs, AMs, operations and leadership
The operational pain
Time lost on repetitive manual work, or shallow use of AI that never touches the pipeline and moves no indicator.
What is developed in the room
- Prompt engineering applied to B2B research and prospecting
- AI inside the CRM: automatic qualification, meeting summaries and alerts
- Agents and virtual assistants for the sales routine
- Data governance that supports the use of AI in the operation
Complex negotiation and B2B closing
Senior reps, key account managers, leaders and sales directors
Complex negotiation and B2B closing
Senior reps, key account managers, leaders and sales directors
The operational pain
Reps falling into the price trap in the final stretch, discounts granted outside the plan, and negotiations stuck in procurement or legal.
What is developed in the room
- Value anchoring and setting the operational limits
- Disarming the aggressive tactics of the professional buyer
- Concession matrix: strategic trade instead of discount
- Faster closing on high-value contracts
Formats
Any of the five topics fits into three formats.
From the shortest to the deepest. What decides it is how much the operation needs to change afterwards.
Keynote
45 to 90 minutes
Opens a convention, kickoff or leadership gathering. It provokes the discussion and aligns the whole room on the same reading of the problem.
In-company workshop
4 to 8 hours
The group works with its own funnel on screen and leaves with the process redesigned on paper, plus the deliverable of the topic.
Continuing programme
Several sessions, with follow-up
For when the goal is behaviour change rather than content delivery. The topics chain together and each cycle is assessed in practice.
Who runs the training
Fifteen years in the field, not in theory.
Consultant specialised in Revenue Operations and AI, graduate lecturer at Escola Conquer since 2021 and founder of Iasbeck&Co, an Elite HubSpot Partner and the fastest-growing one in Latin America in 2025.
Whoever walks into the room has led CRM implementation, sales process design and data governance in a real operation. Everything that becomes a class has been through a project first.
- 15+
- years in CRM, RevOps and B2B sales
- 200+
- companies served
- 10K+
- professionals trained
In the room, with real teams
Swipe to see the rest
Testimonials
What people say those who brought it to their team.
A clear improvement in company results.
The 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
Critical and systemic thinking.
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
Customer focus and a data-driven view.
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
It improved our sales performance.
The consultancy's commitment was essential to align our internal processes and improve our sales performance.
Gabriela ProcopioMarketing Director · Planik
A delivery that enabled consistent growth.
I hired a CRM implementation and received something infinitely bigger. Today I see a company able to grow with consistency.
Caio SimioniCEO · SIM Fitness
A high level of commitment.
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
Frequently asked questions
What people usually ask me.
Are the trainings off-the-shelf or custom built?
Custom built. Every program starts with a diagnosis of your operation, and the content is built on the real bottlenecks of the team: your pipeline, your objections and your data go on screen during the session. If you are after off-the-shelf content, this is not my work.
How long does a training take?
It depends on the format. A talk runs 45 to 90 minutes. A workshop runs 4 to 8 hours. An in-company program runs across several sessions, with follow-up in between. What defines the choice is how much the operation has to change afterwards.
Are the trainings theoretical or hands-on?
Hands-on. In the workshop the group works with its own pipeline on screen and leaves with the process redrawn on paper. Theory only appears where it is needed to support a decision.
Which audience is each topic for?
Consultative selling is for sales teams and their leaders. Revenue Operations is for leadership and RevOps. CRM and data-driven culture serves the operation, CRM managers and team leads. Complex negotiation is for senior reps, KAMs and directors. AI applied to revenue works with every level.
How is artificial intelligence applied in the trainings?
AI is treated as a practical accelerator of the sales routine, with no futurology. We show and deploy real cases of prompt engineering for research and preparation, automated qualification, automatic call summaries inside the CRM and agents connected to the sales ecosystem.
Can the trainings run fully online?
Yes. Every format runs live online, with the same dynamic as in person, in Portuguese or English. Online there is no travel cost and it is simpler to bring together teams from different cities.
What is the ideal group size?
Hands-on workshops work best with up to 30 people, because everyone has to get their hands on the pipeline and the data. Longer programs follow the same logic and can run in parallel groups. Talks have no audience limit.
Does the company keep the supporting material?
It does. The material used in the room is handed to the client after the training, so the team can go back to it when the routine calls for it.
How do I know the team absorbed the content?
Through practical assessment, not a written test. The group applies what it learned to its own pipeline during the training, and the follow-up shows whether it became routine.
How far in advance should I book?
The lead time depends on the prior diagnosis, which is what makes the tailored content possible. Write with the date in mind: I reply within 48 hours telling you whether it fits the calendar and what we need to map beforehand.
How is the investment for a training calculated?
There is no price list. The figure depends on the topic, the format, the duration and the size of the group. Describe your team challenge in the form and I reply within 48 hours with a recommendation of topic, format and duration, investment included.
Get in touch
Tell me the challenge.
Tell me the challenge.
I will design the path.
Describe where your operation stands and I will come back with a recommended format and scope.
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