Consultative Sales Training for B2B Sales Teams

Your Buyers are Changing. Are Your Team Keeping Up?

Modern B2B buyers research independently, compare options silently, and expect seller expertise, not pitches. Your sales approach needs to match how they buy.

A practical training programme tailored to your team’s size and schedule. Delivered as intensive workshops, a series of coaching sessions, or a 6-month embedded programme. Your B2B sales team learns to sell consultatively in markets where buyers are more informed than ever.

Find Your Team’s Revenue Generator Score – FREE

Consultative Sales Training for B2B Sales Teams

A practical training programme tailored to your team’s size and schedule. Delivered as intensive workshops, a series of coaching sessions, or a 6-month embedded programme. We focus on buyer-aligned frameworks, diagnostic questioning, and value-based positioning, built for complex technical or professional services sales.

Take 3 Minutes to Find Your Revenue Generator Score

Get immediate insights into your team’s commercial capability and see exactly where to focus

Find Your Team’s Revenue Generator Score – FREE

Who This Is For

B2B sales professionals selling technical, consulting or professional services solutions
Account managers and business developers working with informed, senior buyers
Sales teams where your solution requires understanding the client’s situation first
Organisations ready to shift from pitch-based to consultative selling

What gets fixed

Sales conversations sound like presentations, and buyers disengage quickly
Your team struggles to differentiate from competitors who look identical
Deals stall because salespeople can’t articulate clear value
Discovery calls lack depth. Surface-level questions don’t uncover real needs
Price becomes the only differentiator because value isn’t clear

What Changes When This Works

Salespeople diagnose buyer situations before presenting solutions
Conversations become collaborative. Buyers engage and share real challenges
Your team differentiates clearly on value, not just features
Discovery processes uncover needs competitors miss
Deals progress faster because buyers see clear, relevant value

“Mark’s customer-centric approach was applied to great effect by our technical team, turning a small casual account into a major long-term multi-million pound strategic partner.”

— Andrew Hunter, Director, Vinci Energies, UK

How We Work Together

A flexible partnership structured to fit your team. Intensive workshops for larger groups, or coaching programmes for smaller teams:

Decode Your Buyers

Map how your buyers actually research, evaluate and decide, then design your approach to match

Build Your Framework

Create consultative questioning structures and value propositions that fit your solutions

Practice & Refine

Role-play real scenarios with coaching until the approach feels natural

Embed & Coach

Hand over tools and coach your managers to sustain the capability

Delivered through workshops, group coaching, or one-to-one sessions depending on your team size and objectives. We design the format together based on what will work best.

What Clients Say

“One of the best training sessions I’ve seen in my career… Highly recommended.”

— René Noppeney, Director, Royal HaskoningDHV

Google Reviews LinkedIn Recommendations Client Comments / Case Studies

About Mark

I’m an engineer by degree with 25+ years helping technical teams grow revenue. I’ve worked globally with organisations including McKinsey, Apple, Capgemini, KPMG and Vinci Energies.

I speak both engineering and commercial fluently. I build systems that fit how technical people actually operate – not how generic sales theory says they should.

Learn more about Mark →