Signal 2 — Sales development
Sales development: a predictable pipeline.
Prospecting starts when the order book empties, then stops as soon as production picks up again. The result: sawtooth revenue and dependence on a handful of long-standing clients. The problem is rarely sales talent — it's the absence of routine and visibility.
Symptoms
The signals you probably recognise.
- Prospecting is intermittent: a lot when things are bad, nothing when things are good.
- Impossible to say reliably what will be signed in the next three months.
- Two or three clients account for a critical share of revenue.
- The offer is hard to explain in one sentence, so it's hard to sell.
- Follow-ups get lost: no structured tracking of opportunities.
- You mostly sell to those who come to you: no active effort goes after the clients you would like to have.
Impact
What it really costs.
An unmanaged pipeline costs twice over: in deals lost for lack of follow-up, and in margin conceded when you have to sign quickly to fill an activity gap.
of minimum visibility needed to stop suffering activity troughs.
of lost opportunities are lost for lack of follow-up, not because of price.
to set up a sustained, measurable sales routine.
Our approach
Four steps, a course you can hold.
- 1
Framing
Understanding your market, the clients who genuinely pay off and how you sell today.
- 2
Data-driven diagnosis
Analysis of the pipeline, conversion rates, average deal size and sales cycle.
- 3
90-day plan
Reworded offer, prioritised targets, sales pitch, prospecting routine and weekly targets.
- 4
Guided implementation
On-the-ground support, regular pipeline reviews and message adjustments based on feedback.
Deliverables
What you actually get.
Documents you can use from the following week, not a report gathering dust in a drawer.
- An offer reworded into one clear sentence, with supporting proof.
- A list of priority targets and the channels to reach them.
- A sales pitch and answers to the most common objections.
- A realistic weekly prospecting routine for your team.
- Simple pipeline tracking with the indicators that matter.
To go further
Related programmes.
Frequently asked questions
What business owners ask us.
- No. We build the method, the messages and the routine with you, then we support implementation. The goal is for sales capability to remain within the company.
- No. Many small business owners drive development themselves. We then calibrate a workable routine, a few hours a week, rather than an unsustainable setup.
- Not necessarily. Simple tracking that is genuinely kept up is worth more than a sophisticated tool abandoned after a month. We start from what your team will actually use.
A first 60-minute conversation, no strings attached.
We start from your real situation, identify the two or three levers that matter, and you leave with a clear view of what comes next.