Sales Transformation & Leadership Consultancy
We work with enterprise sales organisations at the point where ambition and execution diverge. What we build stays working long after we leave.
What We Do
We work across four disciplines, always connected: what a sales organisation thinks, how it behaves, how its people grow, and how change is made to stick.
Diagnostic work that goes beyond symptoms. We examine the full revenue system — go-to-market design, sales motion, pipeline discipline, leadership alignment, and the cultural patterns that defeat good strategy.
Workshops and programmes designed around real commercial situations, not theory. We work with all audiences — sellers, technical roles, and leaders — and build content around your actual customers, deals, and challenges.
One-to-one work with senior leaders, sales managers, and high-potential sellers at moments that matter. We focus on the conversations that define performance — with customers, with teams, with boards.
End-to-end support for organisations making structural shifts — new markets, new motions, new leadership. We design the architecture, facilitate the critical moments, and keep senior accountability alive throughout.
Our Consulting Approach
Most consulting fails not in the design but in the follow-through. Our engagement model is built to ensure momentum is maintained at the top of the house, not just in the training room.
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Discovery & DiagnosisWe begin by understanding where the revenue system is actually breaking — not where it's assumed to be. This involves conversations with leaders, managers, and sellers, analysis of performance data, and an honest read on the culture and leadership patterns that are driving results.
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Design & AlignmentWe design the engagement architecture — workshops, coaching, leadership moments, sequencing — based on what the diagnosis actually reveals. We agree success metrics with senior sponsors before a single session takes place.
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DeliveryWe facilitate with real content — actual accounts, live deals, genuine challenges. Nothing is theoretical. Leadership alignment typically comes first, followed by manager capability, followed by seller programmes — sequenced so that what is learned in the room is reinforced on the floor.
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Sustained ChangeThe most common failure point in transformation is the gap between the last workshop and the next quarterly review. We build in structured senior accountability — regular dialogue with sponsors to track progress, address drift, and ensure what was learned becomes how the team works.
Training Programmes
We design and deliver across three distinct audiences. Each programme works with participants' real territories, live deals, and actual customers — not generic scenarios. Full catalogue and bespoke design available on request.
Builds the foundational disciplines of consultative selling: territory prioritisation, understanding how customers buy, discovery, stakeholder mapping, and advancing opportunities systematically. Accelerates ramp time by 30–40%.
Transforms the sales approach from product-focused pitching to strategic business consulting. Participants master the art of uncovering root-cause business challenges and positioning solutions that create genuine value. Increases average deal size by 25–40%.
Master the psychology and tactics of complex B2B negotiation while maintaining strong customer relationships. Protect margins, accelerate closure, and reach outcomes that hold — without damaging long-term partnerships.
The language, preparation, and posture required to earn and sustain attention at the executive table. Grounded in real roleplay. Improves win rates by positioning offerings as strategic investments rather than operational costs.
Unlocks hidden revenue within your current customer base through systematic opportunity identification and demand creation. Teams work with actual portfolios to identify untapped opportunities and build business cases for expansion. Increases revenue per customer by 30–50%.
Builds the business and financial literacy required to hold credible conversations at senior levels. Sellers learn to read financial statements, understand commercial drivers, and connect solutions to measurable business outcomes.
Practical frameworks for using AI to generate differentiated customer insights, accelerate research, and free up time for what creates the most value — building relationships. Reduces research time by 60–70% while improving quality.
Technical sellers learn to facilitate collaborative solution design sessions that engage customers as partners. The Ikea Effect — where customers value what they help build — is the commercial principle at its heart. Increases adoption rates and differentiates from competitors who simply present.
A systematic approach to transitioning from vendor to trusted advisor. Participants work with real customer relationships to develop credibility, demonstrate expertise, and create ongoing value that generates competitive protection and expansion.
Bridges the gap between technical complexity and business value. Engineers and architects learn to translate features into outcomes, manage mixed audiences, and present with authority to executives — expanding their influence across the entire customer organisation.
Technical seller programmes can be combined with business seller content where roles overlap. We design for your audience, not a generic one.
Discuss Your Technical AudienceMakes the successful transition from individual contributor to sales team leader. Covers coaching techniques, performance management, difficult conversations, and building the cadence and accountability systems that drive consistent results.
For senior managers ready to operate at a higher level. Covers high-performance culture creation, advanced forecasting discipline, systematic pipeline generation, and leading through transformation. Participants see 25–40% improvement in team quota attainment.
Develops systematic coaching capability that accelerates pipeline generation and deal execution. Managers learn the GROW model applied to sales contexts, how to coach rather than direct, and how to run pipeline reviews that drive action rather than just reporting. Improves win rates by 15–25%.
Navigates the evolving landscape where retention and renewal are as critical as new business. Leaders build comprehensive strategies that balance growth ambitions with renewal excellence, building sustainable value and competitive protection.
Leadership programmes work best when sequenced before seller content — managers need to be equipped to reinforce learning before it reaches the team.
Talk About Your Leadership CommunityOur most requested programme. Account teams work with their real customers to develop compelling business cases that drive C-suite decision-making through systematic analysis of customer data, mega-trends, and evolving technical capabilities. Teams typically identify deal opportunities they weren't already pursuing. Increases average deal size by 40–60%.
Maximises customer lifetime value and defends existing revenue by systematically analysing capability utilisation and evolving organisational needs. Teams work with actual customer portfolios to develop value realization plans that strengthen relationships and identify expansion. Increases revenue per customer by 25–35%.
For account managers and client leaders pursuing transformational opportunities. Participants work with real accounts to develop C-suite-resonant business cases backed by deep customer insight, mega-trends, and industry analysis. Creates executive-level sponsorship for major initiatives.
Signature programmes work with your real accounts, your real deals, and your actual customers. No generic case studies. The output is commercial, not academic.
Request the Full CatalogueCourse Design
For organisations that want to develop internal capability — whether adapting existing content, creating proprietary programmes, or building learning architecture from scratch — we offer full bespoke course design as a standalone service.
Our training methodology recognises that sustainable sales performance requires more than knowledge transfer. It demands the integration of intellectual capability, emotional intelligence, and execution discipline — what we call IQ, EQ, and XQ.
Every workshop is built around participants' real territories, actual customer accounts, live deals, and genuine business challenges. This creates immediate applicability that accelerates skill adoption and delivers measurable commercial impact — typically within 12 months.
Duration and format are always tailored through scoping work with each client. We don't have an off-the-shelf catalogue. We have a library of proven components and the experience to assemble them into something that fits your situation.
We also design and build programmes for internal delivery — upskilling your own enablement team or L&D function to run content independently, so the capability lives inside the business long after we've stepped back.
Sales frameworks, methodologies, and the commercial thinking behind them
Relationship-building, reading rooms, and the human dynamics of complex deals
The disciplined habits and daily behaviours that turn insight into consistent results
We work with organisations at any stage — from a blank page to a structured curriculum that needs refreshing to a programme that exists but isn't landing the way it should.
Discuss a Design BriefHow We Work
We don't have a proprietary methodology with a trademarked acronym. We have a point of view — built over 20,000 coaching hours — about what actually changes commercial behaviour.
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Diagnosis before prescription
We spend time understanding the real problem before we propose anything. The gap between what organisations say they need and what they actually need is where most consultancies get expensive fast.
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The conversation is the unit of change
Every commercial outcome is preceded by a conversation. We work at the level of the individual interaction — the call, the meeting, the negotiation — and build upward from there.
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We tell you what we see
We will always tell you what we genuinely believe — including when that's uncomfortable. The value of an outside perspective disappears the moment it becomes a mirror for what you already think.
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Psychological safety is a commercial asset
Teams that can disagree, challenge, and tell the truth to each other consistently outperform those that can't. We help build the conditions for that to happen — without making it a culture programme.
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We build internal capability
Our goal is that you need us less, not more. Every engagement is designed to transfer knowledge, build skills, and leave behind something that keeps working after we're gone.
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We are selective about the work we take
We only take engagements we believe we can make a real difference to. If you're not the right fit — or we're not — we'll say so early and help you find what you need.
Who Buys Us
Our clients share a common thread: they're serious about commercial performance and willing to look honestly at what's stopping it. The titles and industries vary. The ambition doesn't.
Organisations we've worked with
Who We Are
Most sales underperformance isn't a skills problem. It's a thinking problem — in the room, in the pipeline review, in the way a team is led. We exist to close the gap between commercial intent and commercial reality.
Harry has spent more than 20 years as an operating executive in sales transformation — including a Global Sales Enablement role at Cisco — working with enterprise organisations across technology, professional services, and financial services. He brings diagnostic rigour to commercial problems that most consultancies treat as delivery challenges, and has run more than 20,000 coaching and roleplay interactions across his career. His work connects revenue strategy, sales leadership, and the practical reality of what it takes to change commercial behaviour at scale.
harry@phroneticly.comElspeth specialises in the conversations that make the difference — in sales, in leadership, and in organisational change. She began her career in tech sales at IBM, moved into management consulting, and has spent the intervening years moving between facilitation and transformation work at the highest levels, including with FranklinCovey and allied with Harvard and Stanford Business Schools. Her focus is on the few key conversations — with customers, with teams, with boards — that determine whether strategy becomes reality or stays on slides.
elspeth@phroneticly.comOur Thinking
We write about what we see — in sales organisations, in how leaders behave, and in what the shift to AI is doing to commercial teams. Starting points for conversations, not conclusions.
The standard pipeline review is designed to create forecast confidence for the manager, not commercial clarity for the seller. The result is theatre. Here's what we do instead.
AI can scale practice. It can surface patterns. It cannot replace the moment where a human tells you something true about your behaviour that you didn't know. Both matter now.
The gap between the official story and the real one costs revenue. It costs talent. And it's almost always hiding in plain sight, in the meeting before the meeting.
Start a Conversation
We'll tell you honestly if we can help. If we can't, we'll point you towards someone who can. Most conversations start with a problem someone hasn't quite articulated yet — that's fine. Start there.