Project-Based B2B Sales Transformation in 12-18 Weeks
// What's included
What a Project-Based Sales Transformation Includes
Stage and Coverage Redesign
Deal Mechanics and Pricing
Playbooks and Enablement
Pipeline and Forecast Discipline
Manager and Rep Coaching
Founder Transition Plan
Diagnose and Prioritize
Deep audit of stages, coverage, pricing, and manager capacity. We pick 3-5 constraints that unlock Win Rate and margin fastest through strategic advisory.
Design and Pilot
Rebuild stages, messaging, pricing guardrails, and handoffs. Test on active deals to prove lift before scaling.
Run and Coach
I run pipeline, deal reviews, and coaching 3-4 days a week. We enforce exit criteria and clean data until the team can run it.
Handoff and Lock
Playbooks, dashboards, and hiring scorecards documented. Managers own the rhythm; founders stay out of late-stage calls.
// Speaking and Thought Leadership
Qatar Web Summit 2025
// What we solve
Scale Beyond Founder-Led Selling with a Sales Transformation
Eliminate Hidden Dependencies
Equip Reps to Win Alone
Protect Margin and Velocity
Board-Ready Reporting
// Deliverables
Your Project-Based Sales Transformation Deliverables
Concrete assets your team keeps after this sales transformation: playbooks, guardrails, dashboards, and hiring sequences that hold.
Operating Playbook
Pricing and Deal Guardrails
Forecast and Coverage System
Team Capability
// Let's build
Ready for a Project-Based Sales Transformation?
Show me your pipeline and constraints. We'll map a 90-day plan, what changes ship first, and how we keep founders out of late-stage deals with this sales transformation.
// Journal
Sales Build Field Notes
Templates and breakdowns from recent rebuilds: coverage rules, deal reviews, and enablement that stuck.
How to handle a sales slump without blowing up the process
Sales slump hitting your B2B pipeline? Diagnose the root cause fast, apply targeted interventions, and recover without panic moves. Learn the 2-week sprint.
Revenue predictability vs. revenue growth: what PE boards actually reward
Revenue predictability matters more than growth to PE boards at Series B/C. Discover the metrics, operating system, and board deck structure that earn investor confidence.
How to write a sales playbook your team will actually use
Sales playbook adoption fails when the doc lives in Notion and nobody reads it. Learn the 5-section structure, build process, and review cadence that drive real usage.
// From the knowledge base
Go deeper on this topic
Curated breakdowns of the frameworks, comparisons, and decision points that shape this engagement.
Sales Process
Sales Process Optimization: 7 Leakage Points That Cost B2B SaaS 20–30% Win Rate
Iryna Avrutova's diagnostic framework for B2B SaaS sales process optimization — 7 specific leakage points, how to spot each, how to measure it, and what to fix to recover 20–30% win rate.
Read articlePipeline Math
Pipeline Coverage Benchmarks by ACV Band: A Diagnostic Guide for B2B SaaS
Iryna Avrutova's diagnostic on pipeline coverage benchmarks by ACV band — 5–7x for sub-$10K SMB, 3–4x for $10K–$50K mid-market, 2.5–3x for $50K–$250K enterprise, 2–2.5x for strategic deals — plus why the generic 3x rule misleads, how to decompose coverage by stage, the four responses when coverage is short, and the three lies that make most pipeline coverage numbers fiction.
Read articleProcess Design
Repeatable Sales Process: A 6-Stage Template With Exit Criteria for B2B SaaS
Iryna Avrutova's 6-stage repeatable sales process template — exit criteria per stage, MQL-to-SQL routing logic, recycling rules, a process flowchart, and the three anti-patterns that quietly destroy B2B SaaS pipelines.
Read articleMost run 12-18 weeks. First month is audit and design, second is running the new cadence, third locks it in and hands off.
Typically 3-4 days across pipeline, deal reviews, coaching, and product syncs. One client at a time means no split focus.
We operate inside your cadence. Changes are tested on live deals, not slides. Forecast and coverage are measured weekly until stable.
We build escalation paths so founders join only where needed. Goal: late-stage deals close without the founder while Win Rate and margin rise.
Within a quarter: cleaner data, 3-4x coverage rules followed, forecast accuracy within 5-10 percent, and Win Rate up 10-20 points on focus segments.