Your top rep closes 47% of deals, everyone else 13%. You can’t scale instinct. But you can scale the struggling moments behind it. We interview the customers your founder or top rep won, extract the patterns she hears, and turn tribal knowledge into shared capability. | An IT services client went from 3 missed quarters to doubling their client base within a year of our Sprint.
Your top rep closes 47% of deals. Everyone else: 13%.
When you ask what she does differently, she says "I just listen for when they realise their approach isn't working."
You can't put that in an onboarding deck. You can't coach it.
And when she leaves, or when the board asks why the rest of the team can't replicate it, the answer you've been avoiding becomes unavoidable.
The knowledge exists. It's just locked inside one person.
Your forecast said £2M by the end of the quarter.
The final meeting went well. The prospect said, "We'll circle back next week."
Six weeks later: radio silence.
The issue is that we don't have a clear mapping of the buyer's incremental steps before they say yes.
Your reps are pushing their own process against the buyer's flow, which is causing the deal to fall apart nearly every time.
"90 days post-close. Pipeline's up 40%. Conversion is stuck.
The founders who closed the early deals are heads-down on product.
The customers who switched to you are still warm.
The pattern that drove pre-deal growth is still visible, but the window to capture it is closing.
Every week you wait, another hire onboards without it, another campaign runs without it, another quarter comes in below plan.
The board will ask why you waited.
We extract it, codify it, and install it — so the next ten deals close the same way the last ten did, without the founder in the room.
We're not the right fit for everyone.
We work with B2B companies post-Series A or PE-backed, with commercial teams of 5–50, where the CEO is actively involved in revenue.
The work lands when two conditions are true. The product has market fit — customers are buying and staying, and the CEO owns the commercial outcome — not as a title, but as an active priority.
Where those conditions aren't in place, we're the wrong call right now.
Extract the buying job
We interview the customers who switched to you. We find out why your last ten deals closed: the trigger that forced change, the internal objection that nearly killed it, the proof that made the decision defensible, the moment they said yes. Most teams have never asked.
Codify the decision pattern
We turn what we heard into something your team can use — the trigger signals worth chasing, the qualification criteria that separate real pipeline from wishful thinking, the language that moves decisions forward without pushing.
Install it across the team
Sales, marketing, and CS learn to hear the same signals and respond the same way. New hires ramp in three to four months, not a year — not through war stories, through a system.
Make growth system-led
When the pattern is shared, variance drops. Win rates stabilise. Revenue starts tracking to forecast rather than founder availability. The commercial asset built in weeks one to four compounds across every hire, every vertical, every new market.
Our client experience
"Working with Mark has been transformative for our sales process and growth. His fresh perspectives from customer interviews challenged assumptions and reshaped how we engage with prospects."
Roxana-Maria Stanieu · Head of Growth, Mindit.io
Mindit grew its client base by 100% in 12 months following the 90-day engagement. CEO Irina Ionescu was recognised as EY Romania's Entrepreneur of the Year in 2025.
Roxana-Maria Stanieu
Head of Growth | Mindit.io
As CTIO and COO, I worked with Craig during his management of the MTN Account for Oracle. He expertly navigated a challenging relationship, consistently delivering on client requirements with integrity and a solutions-driven approach. Craig’s dedication and ability to achieve win-win outcomes make him highly recommended for organisations seeking growth in emerging markets.
Joyti Desai
Group CTIO | MTN
Working with Lawrence and his team was a breath of fresh air. As a technology company, it is rare to find a marketing agency that can capture the immense intangibility of technology in order to market it. Even more so, in the case of NgageU, we were looking to translate our new concepts that would make us stand out as a new breed. The team helped to do that with flying colors. Thank you.
Mohamed Ali
Managing Director | NgageU
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