Most companies have a sales process and a qualification framework. Almost none have invested in the actual skill that moves deals forward. We audit all three layers, find what's broken, and fix it. No pre-packaged methodology. No two-day workshop that gets forgotten. A custom system built for how your team actually sells.
Picture driving cross-country. You need three things: a route, a vehicle inspection, and the skill to actually drive. Sales works the same way. And most companies are missing the most important one.
Most companies have invested in the route and the checklist. Very few have invested in teaching their people how to drive.
Every one of these symptoms traces back to a breakdown in one of the three layers. The question is which one.
They nail the opening pitch but can't adapt when the conversation gets real. Deals stall after discovery because the rep ran out of moves. That's a methodology problem.
Lots of activity, lots of "good conversations," but the forecast keeps slipping. Deals die in the middle of the funnel. That's usually a qualification problem, sometimes a process problem.
There's no documented system for how your best reps sell. Onboarding is "shadow someone for a week and figure it out." That's a process and methodology problem.
Your best rep has internalized skills the rest of the team doesn't have. But nobody's extracted those skills into a teachable system. That's the methodology gap in action.
Most training companies sell you their methodology and call it a day. We start by diagnosing which layer is actually causing the problem. Sometimes it's not what you think.
We evaluate your pipeline stages, CRM configuration, and how deals actually move through your system vs. how they're supposed to.
We evaluate how your team qualifies opportunities and whether the right deals are getting attention and resources.
We evaluate the actual selling skills and behaviors your team uses in live conversations. This is where most of the gaps live.
Based on what the audit reveals, we design and deliver a custom solution. That might mean rebuilding your process, implementing a qualification framework, training on selling skills, or all three. We prescribe the fix after we understand the problem, not before.
If your pipeline stages don't match how buyers actually buy, we redesign them. Clear exit criteria, defined activities per stage, and a CRM configuration that makes the process enforceable.
If your team is chasing deals they'll never win, we build a qualification system that fits your sales motion. Not a generic acronym. A framework designed for your buyers, your deal size, and your sales cycle.
If the skill gap is the problem (and it usually is), we build and deliver training on the specific selling behaviors that move deals forward. Discovery, value creation, objection handling, negotiation, and closing.
Training doesn't stick without practice. We build roleplay scenarios based on your actual deals, your actual buyers, and your actual objections. Then we reinforce through ongoing coaching cadences.
Your managers need to coach the system, not just inspect the pipeline. We train your frontline managers on how to diagnose rep performance, run effective deal reviews, and reinforce the right behaviors.
We build the reporting and cadences that make the system stick. Leading indicators, behavior metrics, and a coaching rhythm that keeps improvement visible and accountable.
Most sales training companies sell a branded methodology and leave. We diagnose, build, train, and stay until the system works. And the person running it has actually done the job.
I'm Zach Strauss. I've carried a quota selling to Fortune 2000 companies, built and sold three companies, earned Inc. 5000 recognition four times, and managed sales teams at every stage from startup to scale. I don't teach sales theory. I teach the system that I built, ran, and refined across multiple companies and hundreds of deals. The difference is I've sat in every seat your team sits in today.
Maybe not. The audit will tell you. If your methodology is working but your process is broken, we'll fix the process and leave the methodology alone. We're not here to replace what's working. We're here to find what isn't.
Two to three weeks. We review your CRM data, listen to recorded calls, interview reps and managers, and analyze your pipeline. You get a full diagnostic report with specific findings and prioritized recommendations.
No. We're methodology-agnostic. We assess what your team needs and build a custom system. If you need discovery skills, we train discovery. If you need negotiation skills, we train negotiation. We don't force-fit a branded framework.
Not a two-day offsite. We deliver training in short, focused sessions integrated into your team's weekly rhythm. Roleplay with real scenarios, coaching on live deals, and reinforcement that compounds over time.
Pipeline metrics: conversion rates, deal velocity, average deal size, win rate, forecast accuracy. We set baselines during the audit and track improvement over the engagement. If the numbers aren't moving, we adjust.
Companies doing $1M-$20M with sales teams of 3 to 50 reps. Big enough to need a system, small enough that the wrong approach wastes real money.
If you're a DFY or Advisory client, sales training can be woven into the engagement. As a standalone, it's a focused engagement specifically on your sales team's performance across the three layers.
It depends on scope. The audit is a fixed fee. Training and implementation is scoped based on team size, gaps identified, and depth of engagement needed. We'll quote it after the audit so you know exactly what you're paying for and why.
Tell us about your sales team and what you're seeing. We'll schedule a conversation to determine if the three-layer audit is the right starting point for your business.
