Program · for sales leadership
A four-hour working session with each sales team. We walk your actual stalled deals and give the exact next move on each one. We will not pick up the phone for your reps. We make them dangerous in the room they keep losing.
Your reps win the demo and freeze in front of the person who controls the budget. The CFO asks a risk question and they answer it with a feature. The deal goes up for executive approval and rots in "commit," quarter after quarter, while everyone tells you it is still alive.
So the forecast fills with zombies. You cannot tell the deals that are about to close from the deals that died three months ago and nobody buried. And all the instinct for the executive conversation, the read of what the buyer actually cares about, lives in three veterans and nowhere else.
The Stalled Deal Workshop walks your real pipeline, deal by deal, and gives your team the exact next move to unstick each one, or the fast no that clears it out.
You send your stuck pipeline and the reps who own each deal. We come in knowing what is on the board.
Four hours. We work each deal in turn, name the next move, and name who the real economic buyer is, with the rep who owns it.
Action notes per deal, plus the fast-no calls that clear the zombies out of commit so your forecast tells the truth.
This moves real, this-quarter pipeline, inside an honest boundary. We do not promise to close your deals. We give your team the exact moves to close them, and we clear out the ones that are already dead.
Reps reach the economic buyer with a message that earns the meeting, instead of leaving voicemails for a champion who cannot sign.
We surface the dead deals so your forecast is honest. A quick, clean no is worth more than a "commit" that never closes.
You cannot clone your three best reps. We make the average rep dangerous in the executive conversation, deal by deal.
Judged on cycle time and how fast commit resolves, up or out, not on a happy-sheet at the end of the session.
Howard Holton has been the CIO, the CTO, and the CISO, more than once, across many companies. He knows what the executive your rep is staring at actually cares about, because he has been that executive, on the other side of that pitch, many times.
We will not promise to close your deals. We teach your team to, and that boundary is exactly why the advice is worth taking. We have no quota riding on what we tell your reps, so we can tell them the truth about each deal.
Proven: one call shortened a U.S. state's sales cycle by nine months, because it was the right move and the buyer trusted the source.
$25,000 per workshop, four hours with one sales team, discounted in a package of three or more. It runs best each quarter, ahead of the QBR, so the moves land while the deals are still live.
Founding Client: take 40% off your first engagement when you start by July 31, in exchange for becoming a reference. That brings the workshop to $15,000.