GAINESVILLE, VA

Our client had a talented team of engineers leading their sales efforts—but like many technical teams, they lacked formal sales training. Conversations with clients were deep on expertise but often missed opportunities to guide the sale, qualify properly, or capture value early in the process. We stepped in to help bridge the gap between technical knowledge and sales effectiveness. First, we built a comprehensive sales playbook, tailored specifically for technical professionals. We broke the sales process down step by step—from initial discovery through proposal delivery—and equipped the team with scripts, qualifying questions, objection responses, and closing language that felt natural and aligned with their communication style. We also helped the team identify a hidden source of untapped revenue: project assessments. Rather than offering in-depth evaluations for free, we worked with leadership to package and price these assessments, turning them into a powerful tool for both pre-qualifying leads and generating early revenue. The results? A more confident sales team, a more consistent client experience, and a stronger bottom line. Engineers who once hesitated during sales conversations now have the tools and language to lead them—and the company is seeing higher close rates, increased revenue, and more strategic growth.

Results

– Improved the qualification and bidding processes
– Generated a new revenue stream by packaging and charging for project assessments that were previously done for free
– Reduced owner involvement in sales by equipping the team with tools, scripts, and confidence to lead client conversations independently