What we do
Most sales teams sell in the wrong part of the customer’s thinking. We want to change that.
Upstream Selling shows where you stand and how you move to where it actually matters.
Most sales teams do a lot right. Good people, a good offer, structured work. And yet this keeps happening: price becomes a factor too early. You work harder, without better results. Deals you should win slip away. It’s not an execution problem. It’s a positioning problem.
You’re selling in the wrong part of the customer’s thinking. And that determines how you’re compared, and what you can charge. But here’s what matters most: you can choose where to be.
Upstream isn’t a point in time. It’s a choice.
Two salespeople get the same brief. One starts delivering against the requirements. The other starts exploring what shaped the requirements. One becomes a vendor who gets evaluated. The other becomes an advisor who gets consulted. Same deal. Completely different position.
Upstream Selling
DOWNSTREAM
The sales team responds to a tender
MIDSTREAM
The sales team works a defined need
UPSTREAM
Flow
Source
The real problem driving the need.
The decisive question
Most organisations train their teams to perform better once the deal is on the table. Few ask the question that actually determines the outcome:
“Why do we so often enter deals already shaped by someone else?”
Upstream Selling isn’t sales training. It’s a way to understand where you are, and systematically move upstream. Few know where they actually stand.
Where are you?
Take the Upstream Selling analysis and find out. Where you’re losing deals. Why it happens. How to move upstream.
Our services
Sales training program: Master the customer journey
Sales training program:Master the sales meeting
Sales Playbook
Lectures and seminars
Development of sales presentations
Implementation support
We support you all the way, from change management to continuous coaching and performance follow-up.