Description

The buyers haven’t changed. The way we sell to them has to.

Every sales methodology of the last twenty years — MEDDIC, Challenger, SPIN, Sandler, Command of the Message — was built for a buying environment that no longer exists. Buyers used to talk to sellers. Now they talk to AI, aggregators, peers, and Slack channels, and only come to you when they’ve already narrowed the field. By the time the human conversation happens, the differentiator is no longer the pitch. It’s whether the buyer feels genuinely understood by the person across the table.

The sellers who consistently close in this environment share something the frameworks don’t teach: they read the pattern under the buyer’s behaviour, not just the buyer’s stated criteria.

That pattern is a schema — the deep, early-formed mental blueprint that quietly shapes how your buyer decides under pressure. What they say they want and what actually moves them are often not the same thing. The seller who can hear both is the seller who wins the deal that everyone else thought was going to competitor.

What This Program Teaches

Not another qualification framework. Not another discovery script. A layer that sits underneath every methodology you already use, and makes it work.

Over the program, your sales leaders and senior sellers will learn to:

  • Recognise the five buyer schema patterns — Control, Belonging, Worth & Deservedness, Safety & Vigilance, and Worth-through-Output — and how each shows up in a discovery call, a stalled deal, a champion who has gone quiet, and a procurement conversation
  • Adapt their approach in real time — the language, the pace, the proof, the risk framing that actually lands with each pattern, versus the language that quietly closes the deal for a competitor
  • Read the buying committee as a system — because the CFO’s Vigilance schema, the CEO’s Control schema, and the Champion’s Approval-Seeking schema are why the deal is stuck, and no forecast tool will tell you that
  • Manage their own schema — because sellers under quota pressure default to their earliest survival pattern too, and the one you’re running is often the exact reason a specific deal type keeps slipping
  • Coach their team’s deals through a schema lens — for sales leaders and managers, this is where forecast accuracy and coaching quality change

Who This Is Built For

  • VPs and Heads of Sales building the muscle in their leadership team, not just their frontline
  • Chief Revenue Officers whose forecast accuracy problem is really a “we don’t know what’s actually stuck” problem
  • Enterprise account executives and strategic sellers working long-cycle, high-stakes, committee-based deals
  • Founder-led sales teams where the founder is the product but the schemas are running the room
  • Sales enablement and revenue operations leaders looking for a training layer that will not be obsolete in eighteen months

Program Formats

I offer the work in three structures. Each is built on the same schema framework, sized for a different buyer.

One — The Executive Sales Leader Program
A 90-day container for individual VPs, CROs, and senior enterprise sellers. Six 90-minute one-to-one sessions, spaced fortnightly, plus a live-deal review midway through where we work a real opportunity in your pipeline through the schema lens.
Investment: $9,500

Two — The Sales Team Intensive
A two-day live workshop (in-person or virtual) for a sales team of up to 20, followed by three group coaching calls over the subsequent 90 days to embed the framework into live deals. Includes a schema self-assessment for every participant and a team schema map.
Investment: $38,000–$52,000 depending on team size, in-person versus virtual, and travel.

Three — The Season-Long Sales Partnership
A six-month embedded engagement for a sales organization ready to make schema-based selling part of how they operate. Two workshop days, monthly team coaching, one-to-one work with the top five to eight sellers on the team, deal reviews on named strategic opportunities, and a mid-engagement leadership readout to the CRO or founder.
Investment: $95,000–$140,000 depending on scope.

New engagements open from August 24, 2026. A complimentary 30-minute strategy call is available for sales leaders considering the team or season-long formats.

Why This Works Where Other Programs Don’t

I’ve spent 25+ years working at the intersection of executive coaching, sales leadership, and the psychology of decision-making — including roles as VP of Financial Services Delivery at Endava (running enterprise accounts with Citibank and Morgan Stanley), Senior Director at Globant (an $80 million portfolio, 500 people), and Global Head of Talent at AmRest across twenty countries. I’ve been on the seller’s side of nine-figure deals, and I’ve coached the executives who buy them.

I’m a Master Certified Coach (ICF MCC), Chartered MCIPD, EMCC ESIA Supervisor, Forbes Coaches Council member, and author of Schemas in Leadership: The Hidden Architecture Behind Executive Performance, Culture, and Happiness — the source framework this program draws on. My clients include enterprise sales and executive teams at Amazon, Google, Walmart, Capital One, and Takeda.

The schema-based approach is not theory. It’s what the best sellers I’ve ever worked with were already doing intuitively. This program makes it teachable.

Contact us for more details and customization