Pre-standard archive. This write-up predates the Field Report evidence standard and its claims are not source-verified. Verified engagements are published as Field Reports.
Rebuild Report
Distran•Industrial tech
Complex sale, simple system. Enterprise deals on rails.
2×
Win rate
-22%
Cycle time
100%
Stage clarity
Challenge
Highly technical, multi-stakeholder sale with long cycles. Reps struggled to move deals between stages consistently.
Approach
- Mapped the buying committee for real, not on a whiteboard.
- Rebuilt discovery around the technical champion's actual job.
- Installed a weekly deal-progression ritual with a single owner per stage.
Timeline
14 weeks
Outcome
- Win rate on late-stage deals doubled.
- Average sales cycle shortened by 22%.
"He speaks technical sales fluently. That's rare, and it's why our reps listened."