B2B Sales Consulting

Sales Consulting Services for B2B Companies Ready to Turn Growth into Scale

As B2B companies grow, the sales strategy, playbooks and processes used to get there often become the thing that slow them down.

What worked with a smaller team becomes harder to repeat, and the structure around sales start to limit further growth.

As Marshall Goldsmith put it, “What got you here won’t get you there.”

I help B2B companies improve sales performance, strengthen their sales organisation and prepare for the next stage of growth.

Read about my B2B sales consulting services below or book a free consultation if you’d rather have a conversation.

Jump to a section:

• How Sales Consulting Works
• Who I Work With
• Sales Consulting Services
• Success Stories
• Plans & Pricing
• Book a Free Consultation
• Frequently Asked Questions

How B2B Sales Consulting Works

I do not start with a standard framework and try to force your business into it.

I start by understanding what is actually happening.

Depending on the project, that can mean analysing your sales process, pipeline, CRM, performance data, sales conversations, management practices, go-to-market strategy and the way the team works day to day.

From there, I identify the biggest constraints and work out what needs to change.

Some engagements are focused on diagnosis and strategy.

Others involve process redesign, sales playbooks, workshops, management development, sales training or ongoing advisory support.

My default role is to diagnose, design and advise.

But unlike many consultants, my recommendations come from hands-on experience building and running sales organisations. When it makes sense, I can also become more involved in implementation rather than simply handing over a PowerPoint deck and disappearing.

Who I Work With

I typically work with B2B companies that already have customers, revenue and some form of established sales activity.

Many are growing SaaS and technology companies because that is where much of my career and consulting experience has been built.

Others are more established B2B companies dealing with exactly the same problems around sales strategy, process, performance and growth.

I also work with startups and smaller businesses when they have meaningful traction, clear commercial ambition and the resources to invest properly in improving sales.

What I generally do not specialise in is helping somebody validate an idea, find their first few customers or work out how to make their first sales.

My experience becomes particularly valuable once something is already working and the challenge becomes making it work better, more consistently and at greater scale.

My B2B Sales Consulting Services

Sales Strategy and Go-to-Market Consulting

Growth becomes difficult when the commercial strategy is unclear.

I help B2B companies work out who they should sell to, how they should approach the market and how their sales organisation should turn that strategy into revenue.

This can include go-to-market strategy, ideal customer profiles, segmentation, target account strategy, sales positioning, messaging, routes to market and the overall structure of the sales motion.

Sometimes the business is entering a new market.

Sometimes it wants to move upmarket.

Sometimes the company has grown quickly and the original go-to-market approach no longer fits where the business is heading.

The objective is not another strategy document that nobody uses.

It is a clearer commercial direction that salespeople and managers can actually execute.

Sales Process Consulting and Improvement

Sales processes usually work reasonably well when a company is small.

The problems often appear as the team grows.

Different salespeople qualify opportunities differently. Pipeline stages become open to interpretation. Forecasting becomes unreliable. Discovery varies from one seller to another. Deals stall because nobody is completely clear about what should happen next.

I help companies design, improve and simplify their sales processes so there is a consistent way of moving opportunities from first conversation through to closed business.

Sales process consulting can include qualification, discovery, sales stages, opportunity management, pipeline management, forecasting, sales methodology, playbooks and the behaviours expected throughout the sale.

Sometimes the process needs rebuilding.

Sometimes it only needs simplifying.

And sometimes the process itself is fine, but the team is not using it properly.

The first job is finding out which problem you actually have.

Sales Performance and Enablement

A sales team can have good people, a good product and plenty of activity and still fail to produce the results the business expects.

When that happens, I look beyond the headline numbers.

Poor sales performance can come from the way opportunities are qualified, the quality of discovery, weak pipeline management, inconsistent sales conversations, ineffective coaching, poor management or simply a lack of clarity about what good selling should look like.

I help companies identify those gaps and build the skills, behaviours and systems needed to improve performance.

That can involve sales coaching, sales training, management development, onboarding, opportunity strategy, sales methodology or building a stronger coaching culture inside the organisation.

I have spent more than 20 years working across B2B sales, sales leadership, training and coaching.

That means I can look at both sides of the problem: the commercial system surrounding the salesperson and the performance of the salesperson working inside it.

Scaling Sales Teams and Commercial Growth

The systems that helped a company reach its first stage of growth are rarely the same systems it needs for the next one.

As sales teams expand, roles become more specialised. Management layers appear. Larger customers create more complex buying processes. New territories open. Forecasting matters more. And informal ways of working start becoming expensive.

I help companies build the sales structure needed for the next stage of growth.

That can involve team structure, sales roles, processes, management, recruitment strategy, compensation, sales methodology, CRM adoption, forecasting, pipeline management or moving from a relatively informal sales operation towards something more scalable.

This is particularly relevant to growth-stage SaaS and technology companies.

Many of the businesses I work best with have already established demand, generated meaningful revenue and started building a sales organisation. Some are approaching Series A. Others are at Series A, Series B or considerably further ahead.

But funding stage is not the deciding factor.

The important thing is that there is already something worth scaling.

Plans & Pricing

Different sales problems require different levels of support, so I offer several ways to work together.

Sales Advisory

For specific questions, decisions or problems where you need experienced external input without a larger engagement.

£400 per hour

A 10-hour advisory package is also available for £3,000.

Sales Diagnostic and Process Review

A focused review designed to understand what is happening, identify the biggest problems and recommend where improvements should be made.

Typical investment:

£1,500–£2,500

The scope depends on the size of the business and what needs to be reviewed.

B2B Sales Consulting Projects

For clearly defined projects such as sales process redesign, go-to-market work, sales structure, methodology development or other larger commercial initiatives.

Projects typically range from:

£4,000–£10,000+

Larger transformation and implementation projects are scoped separately.

Fractional Sales Consulting

Fractional consulting is designed for companies that need experienced sales leadership and strategic support over a longer period without hiring another full-time senior commercial leader.

Three-month engagement
£2,500 per month
Up to 10 consulting hours per month

Six-month engagement
£2,000 per month
Up to 10 consulting hours per month
£12,000 total commitment

Unused consulting time does not roll over between months.

Fractional engagements can include regular advisory sessions, sales reviews, strategic planning, management support, analysis and ongoing input into the areas we agree are most important.

Client Recommendations

“David is very skilled and experienced with a profound knowledge of all aspects of GTM for a SaaS company. I strongly recommend him as a very powerful sales leader that can create an impact where it matters.”

Michael Hieberg – Founder at Ocean ApS

“After several years of working together, I was surprised that David still managed to exceed my expectations when hired as a sales consultant.

His experience with sales and all processes involved, combined with his technical knowledge on leading platforms made David our prime choice for keeping our sales process lean and effective.”

Martin Andre Jonck – CEO at Papeer International ApS

“I can’t say enough good things about David. It was always a joy working with David to find new thought leadership and messaging ideas that work for both sales and marketing.

David has a unique set of skills where he can both coach sales reps and managers to get the best from a team, and he can think systematically and build a sales process to scale.”

Brandon Till – VP of Marketing at Ocean.io

“This guy gets the job done!

David has been instrumental to eMagCreator’s success in many ways. Not only did he optimize workflows, dashboards and metrics in Salesforce, but he also systemized and LEAN’ed the whole sales process.

I would recommend David to any company – his interest in and flair for sales will help your sales people understand the core metrics behind selling.”

Ebbe Nygaard – Head of Sales (DACH) at eMagCreator

Frequently Asked Questions

Improve the Way Your Company Sells

If your company has reached the point where the old way of selling is starting to hold back the next stage of growth, tell me what is happening.

I will look at the problem, tell you where I believe I can help and we can decide whether it makes sense to work together.

Page last updated: 17 September 2026