Sales process and qualification
Together with your key people, we connect the framework to your sales process and qualification approach, so it shapes discovery, business cases and opportunity reviews rather than remaining a standalone document.
Sales professionalization · GTM Excellence
I help enterprise B2B software companies strengthen the commercial system behind complex growth.
I work with you and your key people to establish a shared commercial foundation, then embed it in qualification, the sales process and how the team works with customers.
01 02 03 04 why customers change what makes the investment worthwhile why they choose your solution
01 Current reality 02 Business value 03 Required capabilities 04 Your solution
You may already have enterprise customers, but the deals remain smaller and less strategic than the potential suggests. Or sales still depend heavily on the founders and a few experienced people, while the wider team struggles to explain the value, build the business case and navigate the customer’s buying decision.
Write to me about this (email)The core deliverable
A shared commercial foundation your team can use in real opportunities
You leave with a documented Value Framework that captures why customers change, what makes the investment worthwhile, and why they choose your solution. It gives marketing, sales, Sales Engineering, Customer Success and leadership a common language for customer value, with the business outcomes, required capabilities, metrics, differentiators and proof behind it.
- 01
Current reality
Priorities, problems and consequences
- 02
Business value
Future state, outcomes and metrics
- 03
Required capabilities
What any credible solution must enable
- 04
Your solution
Differentiation, relevance and proof
Enablement and coaching
Where you want support embedding it, I provide enablement training, deal reviews and coaching around real customer conversations.
Afterwards, CROs and VPs of Sales can continue with a regular counterpart and deal reviews on their own opportunities: Advisory for commercial leaders.
New market or region design
Commercial architecture for a new geography, customer context or team. What is shared, what each market adapts, and who to hire first.
My international recordPipeline generation, cold calling, CRM administration and closing stay with your sales organisation.
Working together
We build from your business and your customers’ buying decisions.
- 01 / Understand
We begin with you and the key people in your business to understand the growth you want to achieve, how sales work today, and where the approach needs to change.
- 02 / Develop and test
Through interviews, existing customer and sales material, and focused working sessions, we identify the core value drivers and develop the framework. We test it against real opportunities and refine it with the people who will use it.
When an assignment is finishedAn assignment is finished when leadership uses the work on live opportunities, the teams apply the same logic, named people keep it up to date and the open questions are written down.
Experience behind the work
Where the experience comes from
My background in engineering, Sales Engineering and company building allows me to work across the business. I can explore the technical detail with a Sales Engineer, uncover its business significance with the customer-facing team, and connect it to the decisions facing the CEO.
Leapwork
At Leapwork, I built and led the international Sales Engineering organisation and helped establish value-based selling and MEDDICC across the sales organisation.
ZAGENO
At ZAGENO, I worked directly with leadership on commercial transformation, enablement and sales leadership recruitment.
Relesys
At Relesys, I developed a shared Value Framework with leadership, sales, product and marketing.
Before you write
Practical questions
Who does the work?
I do. You work with me directly, in Danish or English, through my company, Top Møller Venture & Consult.
Is it confidential?
Yes. I always work under an NDA, and what you and your people share stays with those we agree on.
Who owns the forecast while we work?
You and your managers. I help design and embed the qualification and review routines. The forecast and the daily pipeline stay with the sales organisation.
Should we hire someone instead?
Sometimes that is the right answer. I can help define the role and recruit for it, as with sales leadership at ZAGENO, or work close to the leadership team for a period through my company.
An assignment can start with a focused diagnostic and design phase.
If you think I could help, write to me or give me a call.
Tell me what you want to achieve and what is proving difficult today. I will come back to you directly.