SALES ARE HAPPENING. NOW BUILD THE SYSTEM BEHIND THEM.
Build a sales engine that can grow without everything depending on you.
The Total Sales Engine is a hands-on 12-week build for founder-led businesses with early traction that need a clearer sales strategy, a repeatable process and the tools and rhythm to keep opportunities moving.
Together, we turn the way you currently sell into a practical system your business can use, measure and improve.
No sales pitch and no obligation. We will talk through where sales is getting stuck, what you are trying to build and whether the Total Sales Engine is the right fit.
WHEN THE BUSINESS OUTGROWS FOUNDER-LED SELLING
Growth becomes harder when sales only works because you keep pushing it forward.
You have proven that customers will buy. There are leads, conversations and opportunities in the pipeline. But the way sales happens is still inconsistent and too dependent on the founder.
You may be seeing:
leads arriving without a consistent follow-up process
deals sitting in the pipeline without a clear next step
sales conversations that depend on who is running them
different messages being used across calls, proposals and outreach
a CRM that records activity but does not help people sell
forecasts based on optimism rather than evidence
sales activity without enough conversion
the founder stepping back into deals whenever results slow down
Adding more leads to this environment usually adds more noise. Hiring another salesperson can make the problem more expensive if the process, message and expectations are still unclear.
The next stage of growth requires more than effort. It requires a SALES ENGINE.
THE RIGHT SUPPORT FOR THE STAGE YOU ARE IN
The Total Sales Engine is for businesses that have traction and are ready to build for growth.
Different stages of business need different types of sales support. We offer different programs to suit your needs.
Sales Foundations
For a new or very early-stage business that needs to define its offer, target customer, message and first practical route to market.
Profit Levers Workshop
For a business already making sales that needs to identify where revenue is leaking and which improvement should come first.
Total Sales Engine
For a founder-led business with real sales activity that is ready to build the complete strategy, process, systems and operating rhythm needed for repeatable growth. You do not need a large team or years of data. You do need genuine sales activity, the ability to make decisions and a commitment to putting the new approach into practice.
THE TOTAL SALES ENGINE
A complete sales build, connected from strategy through to execution.
The Total Sales Engine brings the important parts of selling into one practical operating system.
It connects your commercial goals with the customers you pursue, the message you use, the steps your team follows, the information captured in your CRM and the rhythm used to manage performance.
This is not a generic training program, a CRM installation or a strategy document that sits on a shelf.
It is a collaborative build using your business, your customers, your team and your live opportunities. We create the system, put it into use and improve it as real-world evidence comes back.
WHAT WE BUILD
Five connected parts that make sales easier to manage, measure and improve.
Commercial Direction
We connect your revenue goals to a clear sales plan. That includes the markets, customers, offers and opportunities most likely to support the next stage of growth.
Customer and Market Focus
We sharpen your ideal customer profile, buyer priorities, value proposition and sales message so the business can explain why the right customers should act.
A Repeatable Sales Process
We define the stages, qualification standards, conversations, follow-up and next-step expectations that move an opportunity from first contact to a decision.
Systems and Visibility
We structure the CRM, pipeline, dashboards, templates and practical automation needed to make opportunities visible and reduce unnecessary administration.
Execution and Sales Rhythm
We establish clear ownership, weekly reviews, coaching and accountability so the engine keeps operating after the initial build is complete.
The value comes from connecting all five parts. Strong messaging cannot compensate for weak follow-up. A CRM cannot fix unclear qualification. More activity will not help if nobody knows what good progress looks like.
HOW THE 12-WEEK BUILD WORKS
Build it, use it and improve it while real sales are happening.
Phase 1: Foundations | Weeks 1–4
We establish what the engine needs to achieve and create the commercial foundation for the build.
This typically includes:
agreeing revenue goals and practical sales targets
reviewing the current pipeline, results and sales activity
defining or refining the ideal customer profile
strengthening the offer, value proposition and sales message
mapping the current customer journey and sales process
agreeing pipeline stages and qualification standards
identifying system, data and capability gaps
establishing the baseline measures we will use
Phase outcome: A focused sales strategy and an agreed design for the engine.
Phase 2: Optimisation | Weeks 5–8
We build the practical tools and put the new approach into live use.
This typically includes:
configuring or improving the CRM and pipeline
creating qualification, discovery and follow-up structures
improving proposals, next steps and opportunity management
aligning outbound and lead-generation activity to the target market
creating useful templates, playbooks and automation
setting up dashboards and sales measures
training and coaching the people involved
reviewing live opportunities and removing early friction
Phase outcome: A working sales system being used on real opportunities.
Phase 3: Momentum | Weeks 9–12
We strengthen execution, accountability and ownership so the new system becomes the normal way of working.
This typically includes:
running weekly pipeline and performance reviews
coaching the team using current calls, deals and follow-up
improving conversion points and removing bottlenecks
strengthening forecasting and next-step discipline
clarifying roles, ownership and handovers
documenting the final sales playbook
agreeing the measures and management rhythm going forward
creating the next 90-day improvement plan
Phase outcome: A sales engine the business can operate, measure and continue improving.
A straightforward conversation about your current sales approach and the structure needed for the next stage of growth.
WHAT YOU WILL HAVE IN PLACE
More than advice. A practical sales system your business can use.
Commercial Sales Plan
Clear revenue goals, priorities, target markets and the actions needed to create the required pipeline.
Ideal customer and buyer definition
A practical view of the customers to pursue, the problems that matter to them and the buying roles involved.
Value proposition and sales message
Consistent language for calls, outreach, presentations and proposals that connects the offer to customer value.
Defined sales process
Agreed stages, entry and exit criteria, qualification standards, next steps and ownership from first contact to close.
CRM and pipeline structure
A usable system that captures the right information, shows deal movement and supports the way the business actually sells.
Sales tools and playbooks
Practical call structures, qualification guides, follow-up templates, proposal guidance and opportunity-management tools.
Measures and dashboards
A focused set of leading and lagging indicators that show activity, movement, conversion and likely outcomes.
Weekly sales rhythm
A repeatable structure for pipeline reviews, coaching, commitments and accountability without unnecessary meetings.
Team coaching and implementation support
Hands-on support to help the people involved understand the approach, use the tools and improve through real execution.
90-day continuation plan
Clear priorities, owners and measures for the next stage after the initial 12-week build.
FROM FOUNDER-DEPENDENT TO BUSINESS-OWNED
What changes when sales becomes a system.
Before the Total Sales Engine
sales depends on the founder’s attention and personal experience
leads are followed up inconsistently
pipeline stages mean different things to different people
deals remain open without evidence of progress
messaging changes across the business
sales meetings focus on updates rather than decisions
forecasts move late and are difficult to trust
the team reacts to the month rather than working to a plan
After the Total Sales Engine
the business has a clear commercial direction
the right prospects receive consistent follow-up
every opportunity has an owner, stage and next step
qualification is based on evidence
the team uses a shared message and sales process
the CRM supports action and visibility
weekly reviews create decisions and accountability
the founder can lead sales without carrying every deal
The result is not a promise that every month will be predictable. It is a business that can see what is happening, make better decisions and improve sales deliberately.
THIS IS BUILT WITH YOU, NOT HANDED TO YOU
Your involvement is what makes the engine practical and usable.
The Total Sales Engine is not an outsourced sales service where the founder steps away and waits for results.
Your knowledge of the market, customers and offer is essential. Keith brings the sales leadership, structure, challenge and implementation experience needed to turn that knowledge into a working system.
During the 12 weeks, you should expect to:
make decisions about focus, priorities and trade-offs
share available sales information and customer evidence
participate in working sessions and reviews
test the approach in real conversations
give direct feedback on what is and is not working
hold the relevant people accountable for agreed actions
The goal is not to make the business dependent on an adviser. It is to build capability and ownership inside the business.
TECHNOLOGY THAT SUPPORTS THE SALES PROCESS
Use CRM, automation and AI where they improve execution, not because they are fashionable.
Technology is part of the engine, but it is not the engine.
We use practical tools to improve visibility, reduce administration, support follow-up and help the team make better use of sales information. That may include CRM automation, templates, dashboards and carefully selected AI support.
The process and commercial judgement come first. We do not automate a weak message, add software without a defined purpose or replace important customer conversations with generic content.
Where you already have suitable systems, we improve how they are used. Where something is missing, we recommend an option that fits the business, budget and level of complexity.
IS THE TOTAL SALES ENGINE RIGHT FOR YOU?
Designed for founder-led businesses that are ready to build the next stage properly.
The Total Sales Engine is likely to be a strong fit if:
your business has customers, sales activity and a live pipeline
growth is inconsistent or depends too heavily on the founder
you have a small sales team or several people contributing to sales
your process, message or follow-up is not consistent
the CRM does not provide enough clarity or accountability
you are preparing to hire, delegate or increase sales activity
you want strategy connected directly to implementation
you are willing to make decisions and commit time over 12 weeks
It may not be the right starting point if:
you are still at the idea stage without real customer evidence
you only need help deciding what to sell and who to target
you want a quick injection of leads without changing the sales process
you want someone else to take over selling with no involvement from you
you are not prepared to use a CRM, review performance or hold people accountable
the business is not ready to act on the decisions made
Alternative pathway: If you are still defining your offer and first route to market, start with Sales Foundations. If sales are happening but you are unsure what to fix first, the Profit Levers Workshop is the easier first step.
SENIOR SALES LEADERSHIP WITHOUT A FULL-TIME HIRE
Build the sales capability you need before committing to permanent overhead.
Hiring a senior sales leader is a significant commitment. The salary is only part of the cost. The business must also recruit, onboard and support that person, provide the right tools and give them enough time to understand what needs to be built.
Hiring additional salespeople before the foundation is ready can create more activity without better results.
The Total Sales Engine gives you direct access to experienced sales leadership and practical implementation support for a defined 12-week build.
You get the structure needed to make better hiring and investment decisions, without beginning with the cost and risk of building a full internal function.
EXPERIENCED SALES LEADERSHIP, WITHOUT THE FULL-TIME HIRE
See your sales operation through the eyes of someone who knows where to look.
Keith Flanagan brings more than 25 years of sales leadership experience across global organisations including IBM, Oracle and Lucent.
He works hands-on with startups, CEOs, GMs and leadership teams to build go-to-market strategies, strengthen sales operations and create the structure needed for sustainable growth.
He understands what it takes to build a go-to-market approach from the ground up, as well as how to diagnose an established sales operation.
He knows how weak opportunities remain hidden in pipelines, how activity can disguise a lack of progress and how small gaps in positioning, process or follow-up become expensive revenue problems.
You get direct access to that experience without the cost or commitment of hiring a full-time sales director.
Evidence before opinion
Practical commercial judgement
Clear language without unnecessary complexity
Go-to-market strategy grounded in real customer and commercial needs
Recommendations designed for real businesses and limited resources
Support that connects strategy with execution
25+ Years
Sales Leadership
Over 1400%
Growth @ Verint
ANZ & APAC
Regional Experience
START-UP TO ENTERPRISE
Sales Experience
A FOCUSED 12-WEEK BUILD
Start with a conversation about what the business needs next.
The Total Sales Engine is a hands-on engagement shaped around the current state of your business, the systems already in place and the capability that needs to be built.
The scope and investment are confirmed after we understand what exists, who needs to be involved and what the 12-week build needs to achieve.
You will know the recommended scope, deliverables, responsibilities and investment before making any commitment.
This is a conversation, not a sales pitch. We will discuss what is happening, what you want to change and whether the Total Sales Engine is the right approach.
FREQUENTLY ASKED QUESTIONS
Questions about the Total Sales Engine
Is the Total Sales Engine suitable for an early-stage business?
Yes, if the business has moved beyond the idea stage and has real customers, sales conversations or pipeline activity. The program is designed for early-stage and growing businesses that have enough evidence to build a practical system around the way they sell.
If you are still defining the offer, target customer and first sales approach, Sales Foundations is likely to be the better starting point.
Why does the program run for 12 weeks?
A sales engine cannot be built well in a single workshop. The 12-week structure gives us time to understand what is happening, build the strategy and tools, put them into live use and improve them using real evidence.
Is this sales consulting or sales training?
It includes both, but it goes further. We work on the strategy, process, systems, tools, skills and operating rhythm needed to improve sales. The focus is on creating a working sales capability, not simply delivering advice or classroom training.
Will you sell on our behalf?
No. This is not an outsourced sales service. Keith works with the founder and team to build the process, capability and accountability needed to sell more effectively. Live opportunities may be reviewed and coached, but ownership remains inside the business.
Does the program include a CRM?
The program includes the design and implementation support needed to make your CRM fit the sales process. If you already have a suitable system, we improve how it is structured and used. If you need a new platform, the options, licence costs and implementation requirements will be agreed before proceeding.
How is AI used?
AI may be used to reduce administration, improve preparation, support follow-up and analyse sales information. It does not replace commercial judgement, genuine customer conversations or the responsibility of your team to sell.
Do we have to replace our existing sales tools?
No. We begin by understanding what you already have. Tools are changed only when there is a clear commercial or operational reason.
Who should be involved?
The founder or business leader needs to be actively involved. Relevant salespeople and people responsible for marketing, operations or customer success may also participate where their work affects the customer journey.
What happens after the 12 weeks?
You will have a continuation plan that the business can run internally. If further support would be useful, we can discuss ongoing coaching, fractional sales leadership or periodic reviews. There is no requirement to continue.
BUILD THE SYSTEM BEFORE YOU ADD MORE PRESSURE
Sales should not become harder every time the business grows.
Build the strategy, process, tools and sales rhythm needed to turn founder-driven effort into a business-owned sales engine.
A straightforward discussion about your sales, the stage of your business and what would need to be built. No sales pitch, no obligation and no pressure to proceed.
Not ready for the full build? Explore the Profit Levers Workshop
