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.
Five training topics, built on your pipeline.
Consultative Selling & High Performance
The rep drops the product-presenter posture and starts leading strategic business conversations that B2B buyers respect.
Bring this to my team- Reading the scenario and diagnosing customer maturity
- Discovery techniques and opportunity qualification
- Mapping the buying committee and multiple stakeholders
- Value presentation and building a consultative proposal
- Running the close and expansion strategies within the base
Revenue Operations & Predictability
Leadership connects Marketing, Sales and Customer Success into one continuous journey, with predictable processes and metrics.
Bring this to my leadership- End-to-end commercial process design (Sell-in & Sell-out)
- Defining hand-offs between Marketing, Sales and Customer Success
- Data governance, pipeline hygiene and CRM rules
- Revenue metrics: CAC, LTV, NRR and revenue forecasting
- Management rituals, pipeline review cadence and coaching
CRM, Processes & Data-Driven Culture
Turns the CRM from a bureaucratic contact list into the main tool for strategy, funnel management and customer retention.
Bring this to my operation- Funnel architecture: stages, exit criteria and requirements
- Data modeling, custom properties and segmentation
- Pipeline management: deal tracking and time in stage
- Routine automation to eliminate typing and manual work
- Operational dashboards and strategic decision reports
AI applied to revenue
Practical application of Artificial Intelligence in the daily sales routine to speed up processes and raise productivity, with no futurology, running live in the room.
Bring this to my team- Prompt engineering for prospecting, research and preparation
- AI inside the CRM: automatic qualification and summaries
- Process automation with agents and virtual assistants
- The data architecture AI needs to run in your operation
- Tools, real cases and live application in the classroom
Complex Negotiation & B2B Closing
Practical strategies to defend margin, disarm complex objections and close high-value deals without giving away unnecessary discounts.
Bring this to my team- Preparing for B2B negotiation: anchoring and concessions
- The 4 questions every buyer asks silently
- Tactics to handle price objections and defend value
- Negotiating with procurement, legal and buying committees
- Structuring win-win agreements and accelerating contracts
In the room, with real teams
Swipe to see the rest
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.
On site or live online, in Portuguese or English, anywhere in the world.
Settled before we start
- Duration From 45 minutes to several sessions Set during the diagnosis, based on how much the operation has to change
- Format In person or live online Anywhere in the world, with no travel cost when online
- Group size Up to 30 people per workshop Longer programs can run in parallel groups. Talks have no size limit
- Materials Handed to the team afterwards The material used in the room stays with the company for later reference
- Language Portuguese or English Chosen according to the makeup of the team
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
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.
More than 200 companies served and 10,000 professionals trained. Everything that goes into the room has already run inside a real operation.
See the full backgroundWhat 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.
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.
Within 48 hours to replyOn site or remoteCoverage worldwidePortuguese and English