Discounting without structure
Reps discount to save deals without visibility into margin or precedent. The next customer expects the same price.
Deal Desk & Coaching
Close bigger deals faster, with structure instead of gut feel.
We build a deal desk for price, scope and escalation decisions and coach the team with SPICED, so win rate and deal size improve systematically, not just for the best reps.
Book Launchpad 2–5x ACV Shorter cycles
Deal size and win rate climbing together.
What costs time and revenue today.
Coaching only for top performers
The best rep sells well on instinct. The rest of the team gets no systematic coaching and stays at the same level.
Deals lose momentum
Without clear qualification across Situation, Pain, Impact, Critical Event and Decision, sales cycles drag on unnecessarily.
Today → after
From daily constraint to a dependable revenue system.
Today
- Discounting without structure
- Coaching only for top performers
- Deals lose momentum
The shift
Clear decisions, a defined process and outcomes the team can see.
Afterwards
- Consistent price discipline
- Coaching for the whole team
- Shorter sales cycles
How the shift is built.
Every phase has clear deliverables: no open scope, no hourly ambiguity.
Book Launchpad 1
Phase 0 · 45 min
Discovery
We review 3-5 current deals to find exactly where the process breaks down.
2
Phase 1 · Week 1-2
Deal desk setup
Escalation path, discount guardrails and deal-review cadence are defined.
3
Phase 2 · From week 2
Coaching rhythm
Bi-weekly SPICED deal reviews and 1:1 coaching on open deals.
4
Phase 3 · Ongoing
Playbook maintenance
Objection handling, pricing arguments and case studies are documented and sharpened continuously.
What the new operating state delivers.
Consistent price discipline
Discounts follow clear guardrails instead of one-off decisions made under pressure.
Coaching for the whole team
Not just the top performer sells with structure — the whole pipeline benefits.
Shorter sales cycles
SPICED qualification surfaces missing information early instead of hiding it in the forecast.
Bigger average deals
Better scoping conversations and pricing arguments lift deal value systematically.
What you actually get.
Concrete deliverables, not a vague scope of work.
- Review of 3-5 current deals to diagnose exactly where the process breaks
- Deal desk with a defined escalation path and discount guardrails
- Bi-weekly deal reviews using the SPICED methodology
- 1:1 coaching on specific, open deals — not generic training
- Objection-handling and pricing-argument playbook, continuously sharpened
- Documentation of won and lost deals as training material
- Weekly, role-based Sales Academy sessions
Proof, not promises.
"The bottleneck was not the CRM — it was sales competency and a scalable enablement structure."
Achieved in under one year.
Who this is built for.
- A team of 2+ account executives
- Deal size with room to negotiate, typically from CHF 10-15k ACV
- Willingness to discuss deals in detail, including lost ones
- No interest in a one-off workshop without follow-through
Does this match your situation?
Book LaunchpadFree 60-minute Launchpad · No pitch · Clear fit / no-fit answer
Questions we get before every engagement.
Does only the top performer benefit from coaching?
No — the opposite is the point. Every team member gets structured coaching, not just the rep who already sells well on instinct.
What exactly is SPICED?
Situation, Pain, Impact, Critical Event, Decision — the Revenue Architecture methodology from Winning by Design, which we apply as an official consulting partner in DACH.
Do we discuss lost deals too?
Yes, explicitly. Lost deals often provide the clearest lessons for pricing discipline and qualification.
Is this a one-off workshop?
No. We work in an ongoing bi-weekly rhythm — one-off workshops without follow-through are explicitly not our model.
← Back to Revenue Enablement
Part of the system.
This service creates standalone outcomes. Together with the others, it forms the full operating system.
Guides for the decisions behind scalable revenue.
Comparisons, playbooks and calculators for teams that do not want to treat pipeline, HubSpot and sales execution as separate systems.
Wieso Deals nicht schnell closen, sondern langsam sterben
Jeder Chief Revenue Officer (CRO) und Sales Leader kennt dieses Szenario: Die Pipeline sieht auf dem Papier fantastisch aus. Der Gesamtwert der potenziellen Abschlüsse verspricht ein herausragendes Quartal. Doch die Realität sieht anders aus. Am Ende des Monats verschieben sich die Abschlussdaten systematisch nach hinten. Deals werden nicht gewonnen oder verloren – sie bleiben einfach liegen und sterben einen langsamen, leisen Tod.
Was CROs 2026 beschäftigt: Skalierbares Wachstum durch Käufervertrauen
Als Chief Revenue Officer (CRO) eines B2B-Softwareunternehmens ist dein Alltag geprägt von wachsendem Druck, ständiger Überlastung und dem ständigen Balanceakt zwischen Pipeline-Aufbau, Planbarkeit und System-Chaos. Statt noch mehr Personal einzustellen oder das Budget in Paid Ads zu stecken, steht 2026 ein anderer Hebel im Fokus: Buyer Trust systematisieren. Mit pragmatischem Einsatz von LinkedIn, HubSpot und KI schaffst du skalierbares Wachstum – ohne Overhead, aber mit methodischer Präzision.
B2B Sales Secrets: Sell. Scale. Thrive
We have always missed a 100% actionable book on B2B sales for entrepreneurs - so we took a humble shot at writing it ourselves.
Here's a glimpse on what's in for you on 100+ pages of hands-on insights & tactics on how to:
- Generate qualified pipeline without burning your market
- Close bigger deals faster without "selling out" on your ICP
- Scale sales efficiently without hiring RevOps talent full-time
All from >2025 hours of working 1:1 with B2B entrepreneurs over the 6+ years.
Could your company be the next operating system story?
Use a free 60-minute Launchpad to clarify the revenue constraint, fit or no fit and the right next step. No pitch.