90 days to sales success

Turn your sales around in 90 days...

... AND build a future proof framework while you do it

After working with plenty of engineering sales teams, here’s what I've seen

They all rely on product knowledge to ‘win the deal’

But the teams that win consistently don’t talk first... they listen first

If you don't it means

- Quoting without qualification
- Sharing data without context
- Confusing communication with connection

The problem isn’t the product. It’s the approach

No-one’s buying if they don’t feel understood

The question engineering teams should be asking is

"What actually moves a deal forward?"

Answering this means you

🔴 Stop

- Assuming technical superiority guarantees interest

- Using decks that lead with specs

- Treating every opportunity like it’s worth chasin

🟢 Start

- Using a structure that works

- Selling like a partner

- Thinking beyond the pitch


The VALUE Framework encourages this:

🔸Validate = right opportunities

Only pursue deals that fit both commercially and culturally

🔸Align = right research

Go beyond job titles. Know what each stakeholder values

🔸Leverage = right conversations

Ask more. Talk less. Let them tell you what matters

🔸Underpin = right solutions

Tailor your message. Make it easy to say yes

🔸Evolve = right outcomes

Stay close. Keep proving value. Build customers, not just sales

You can keep pitching, quoting and hoping...
... or you can qualify, connect and close with confidence.

The best time to change your approach?

Now