Project-Based B2B Sales Transformation in 12-18 Weeks
I rebuild your sales system end-to-end: stages, coverage rules, deal coaching, and pricing guardrails. In 12-18 weeks your team closes enterprise deals without you.
What the 12-18 Week Project Includes
Everything needed to ship a repeatable sales engine: architecture, coverage, playbooks, coaching, and founder transition built into the plan.
Stage and Coverage Redesign
Stage gates, exit criteria, and 3-4x coverage rules tuned to your deal size and cycle length. Forecasts become believable in the first quarter.
Deal Mechanics and Pricing
Mutual action plans, negotiation guardrails, and pricing frameworks that protect margin while lifting average deal value.
Playbooks and Enablement
Discovery flows, demo scripts, objection handling, and templates written with your reps so they stick and can be trained in a week.
Pipeline and Forecast Discipline
CRM hygiene, required fields, and dashboards that surface risk early. Forecast accuracy tightens to within 5-10 percent.
Manager and Rep Coaching
Live deal reviews, recorded call feedback, and coaching plans that move win rate 10-20 points on focus segments.
Founder Transition Plan
Escalation paths and handoffs that remove the founder from late-stage deals without dropping coverage or win rate.
How the 12-18 Week Build Actually Runs
Four operator-led phases with milestones. We ship changes weekly, measure in pipeline reviews, and lock them before handoff.
Discuss Your TimelineDiagnose and Prioritize
Deep audit of stages, coverage, pricing, and manager capacity. We pick 3-5 constraints that unlock win rate and margin fastest.
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.
Qatar Web Summit 2025
At Qatar Web Summit 2025 I spoke about the shift every scaling B2B company must make: moving from founder-led selling to systems that win without the founder. The takeaway: build qualification, pricing guardrails, and coaching so teams keep deals moving while leaders scale the business.
Scale Beyond Founder-Led Selling
Replace founder heroics with systems: clearer coverage, tighter pricing, and reps who know the next move in every enterprise deal.
Eliminate Hidden Dependencies
We surface tribal knowledge, approvals, and pricing exceptions that slow deals, then turn them into simple rules and templates.
Equip Reps to Win Alone
Reps practice new discovery, demo, and negotiation plays in live deals until they can close without founder rescue.
Founders cap revenue when every late-stage deal leans on them. Once coverage, pricing, and coaching are systemized, boards see win rates jump and founders regain time.
Iryna Avrutova
Fractional CRO & B2B Sales Consultant
Protect Margin and Velocity
Pricing guardrails and approval paths keep deal size healthy while cycle time shrinks.
Board-Ready Reporting
Coverage, win rate, and margin reported consistently so boards trust the forecast and stop asking the founder to join every call.
Your Sales Transformation Deliverables
Concrete assets your team keeps: playbooks, guardrails, dashboards, and hiring sequences that hold.
Operating Playbook
Stages, exit criteria, discovery flows, demos, objection handling, and mutual action plan templates built with your reps.
Pricing and Deal Guardrails
Frameworks for discounts, approvals, and negotiation plays that keep margin intact and deal size rising.
Forecast and Coverage System
Dashboards, required fields, and cadence that keep coverage 3-4x and forecast error within 5-10 percent.
Team Capability
Managers and reps coached on the new rhythm. Hiring scorecards and onboarding checklists for the next sellers.
Ready to Ship the New System?
Show me your pipeline and constraints. We will map a 90-day plan, what changes ship first, and how we keep founders out of late-stage deals.
Book a Project CallSales Build Field Notes
Templates and breakdowns from recent rebuilds: coverage rules, deal reviews, and enablement that stuck.
Sales Transformation FAQ
What the project looks like, how long it runs, and the outcomes boards should expect.