Positioning that
matter
Moments that matter
Positioning that
matter
Positioning that
matter
Positioning that
matter
The thing about your making moments
Two things most businesses get wrong about sales. First is that we forget sales is about about a human connection and don’t build moments to build this connection into their sales experience. And secondly marketing and sales is rarely integrated properly.
Solving these two aspects of your sales engine are two key things that will help you outperform your competitors and create the pipeline results your business deserves.
Understanding moments that matter
Sales isn’t what most think it is. There is no way to force a sale in a high ticket, consultative environment. What we need to do is create buyability. And part of the problem around buyability is that marketing is not integrated into each other.
You have marketing doing one thing, sales doing another. Not supporting each other and not bringing the best of both disciplines into one cohesive sales experience.
They’re hiding behind LinkedIn and Email mailboxes. Or pushing out large scale ‘brand awareness’ activity and expecting it to become qualified. Or they’re treating each prospect as a number not a person and sending terrible sales messages expecting it to move through the funnel.
None of it connects to the individual. None of its creates true pipeline momentum and deal flow. None of it has been designed as a joined up experience, with a proper onwards sales journey.
So the ability to create moments that matter. That connect. That make the prospect stick just doesn’t happen. There is no conversion and a lot of wasted time, money and energy. And a lot of ‘oh these things don’t work for us’.
What ‘done right’ looks like
Creating moments that matter means finding ways to properly
To do that, you need to create moments. Moments that enable you to connect at a human level, share knowledge and create a connection.
It means creating conversations and connections through more meaningful moments. Not just acts of sales or marketing, but moments that are meaningful. That engage. That give your prospect a chance to get to know you, your business, your team. And make them realise they can trust you.
But what does that really look like? Well, it starts with humanising your approach. Less genetic activities. Less strain on forcing an action. Create spaces and interactions that don’t sell. Maybe they have zero agenda. Maybe they’re just fun.
Or maybe they’re useful. They can take away the answer without being sold to, or feel pressured.
But good also ensures that there is an onward journey. A path. A low pressure one, but there’s always a next best action that comes, keeps the conversation and brings the more of a sales mindset than just a marketing one.
One that doesn’t rely on the prospect to come back but instead one of proactivity. Always one. Never passive. Getting the timing right, knowing what to do when before and after the moment has happened. Building on that powerful connection and moving the relationship forward.
To achieve this you need to define what moments feature in your sales experience and build a strategy that delivers against this. You need to deliver these moments in a way that connects properly to your overall strategy and drives pipeline momentum.
That’s what it means to create moments that matter.
Where should I start?
Creating moments that matter means finding the ways that your prospects what to engage with you and how to best build trust with them.
From a strategic perspective, setting out the moments that feel right for your business. No matter how big or small they are. And designing them like you would with any part of your customer experience.
To make the strategy work, you need to ensure sales and marketing are aligned. With no pointless marketing actions that don’t connect back properly to the pipeline and the opportunities you’re trying to move forward.
Beyond the strategy, you need a clear roadmap. A Model that is understood by everyone in your team, with shared responsibilities to drive accountability and action. As a team, not silo’d.
The only thing left is to ensure the culture between sales and marketing is right. Breaking down barriers, uniting them as one team with one set of outcomes.
Sounds tricky. It can be. But the impact on getting this right for your business is huge.
Sales can't exist without marketing. But far too often, they didn't integrate.
Our offer
Sales engine assessment
Wondering how well your engine performs? Getting your engine working is often more of a process of optimisation than anything else, and our engine assessment framework tells you where to focus your time and what to improve.
Sales ladder design
Trying to sell the ‘big’ thing doesn't always work. It slows your sales cycle down and impacts overall pipeline momentum. But having a comprehensive gateway strategy and ladder of offers, can speed it up. We call that sales ladder design and it makes your pipeline move.
Proposition Audit
Often you think it's your sales engine that isn't working, when in fact it's even simpler. It’s just that your proposition doesn't resonate properly with your audience or connect to your sales engine. Our proposition audit helps you understand exactly what to focus on to create that connection.
Middle of funnel review
Do you have an opportunity graveyard? More often than not the middle of the funnel is where deals go to die. They get forgotten while the ‘hot’ deals get the attention. With our review process you can uncover what's gone stale and create action for get momentum back.
Results
Case Study:
Culture Club
Creating a value proposition that connects with it's buyers and the sales engine.
Case Study:
Graphite
Accelerating Graphites top of funnel pipeline growth through sales engine design.
Case Study:
Culture Club
Taking control of the top of funnel by creating a scalable, predictable and sustainable sales engine that actually delivers.
Case Study:
383
Replacing HubSpot with a more progressive CRM solution that moved the 383 business forward at speed.
Case Study:
New Icon
Creating confidence, market reach and pipeline predictability through a comprehensive sales programme.
Don’t just take our word for it
Something useful...
Stop selling. Start solving.
There is a point in almost every business journey where sales stop feeling like progress and start feeling like drag.You're having conversations, sending decks, running demos, and telling yourself you're "in market," but beneath that activity there's an uncomfortable truth: you're chasing interest, not creating conviction.
Fix 2026
Is your sales engine ready for the maturity curve that will define sales and the ability for your business to either survive or grow in 2026?If you've been anywhere near a pipeline during the last two years, you've lived through one of the most emotionally unpredictable periods modern sales has ever experienced.
Our solutions
Systems that sell
Sales fails through lack of systemisation, clarity and ownership.
It needs to be clearly defined, designed around your team, putting the right people in the right place and driving efficient and effective deal flow through your sales engine.
Systemisation is your step to sales success.