THE INTRINSIC VALUE OF YOUR PRODUCT IS
ZERO

Until a buyer can confidently justify the decision to invest in it!

Your product only creates value when it helps a customer’s business
compete more effectively, operate more efficiently, or reduce meaningful risk.

Most revenue teams do not struggle to win business because their product lacks capabilities.

They struggle because buyers cannot confidently decide.

YOUR PROSPECTS ARE NOT JUST BUYING SOFTWARE.

THEY ARE MAKING A BUSINESS DECISION UNDER RISK.

Every Enterprise and upper Mid-market deal competes with three forces

  • Internal misalignment across stakeholders

  • Unclear trade-offs between options

  • The perceived safety of doing nothing

When buyers lack decision confidence, they
delay, downgrade, or disengage entirely.

  • Features do not resolve this

  • Better demos do not resolve this

  • More follow-ups do not resolve this

    Enabling decision confidence does.

THE GAP WE OPERATE WITH

Cross-functional business stakeholders in a tense meeting, illustrating buyer misalignment, competing priorities, and difficulty reaching a confident decision.

BUYERS STRUGGLE WITH

  • 74% buying teams demonstrate unhealthy conflict

  • 70% of transformation projects fail

  • Up to 60% of sales opportunities end in 'no decisions’

SELLERS STRUGGLE WITH

  • Deal slippage and low win rates

  • Friction within the selling team

  • Leaders stressed due to inaccurate forecasts

Sales leader overwhelmed at a laptop, representing stalled deals, forecasting pressure, and decision uncertainty during the sales process.

This is not a motivation problem.
This is not a training problem.
It is a systems problem.

BETTER OUTCOMES REQUIRE
A BETTER SYSTEM

Most GTM teams invest heavily in

  • One-off training

  • Isolated skill development

  • Methodologies that remain in theory, not in opportunities

What actually moves the needle is a shared system for AEs, SEs, and the entire GTM team

  • Value discovery in the context of the buyer’s business

  • Consensus building amongst the buying committee

  • Guiding buyers toward a confident decision

This starts with value discovery.

HOW I HELP

I partner with CROs, Sales, and Solutions leaders to build a repeatable system for buyer-centric selling.

This includes

  • Coaching AEs and SEs (and CS / Services) together on frameworks

  • Creating a shared language for value, trade-offs, and decisions

  • Improving forecast accuracy by improving deal quality

My work is grounded in a set of practical frameworks, including

  • The Value Discovery Map

  • The Compass Questioning Model

  • Decision-oriented demo and narrative structures

  • A storytelling framework

  • Negotiation with procurement

Your teams won't get just theory.

Through the duration of our engagement, your teams will apply them on active deals, with measurable impact.

My coaching is

a good fit if

You want AEs and SEs aligned around one system

You are willing to work on real deals, not simulations

You care about forecast integrity, not just pipeline size

You are investing in sustained change, not a quick fix

not a good fit if

You want siloed training for individual roles

You are looking for a 1-3 day skills workshop with no reinforcement coaching

You want to try a new methodology without changing how deals are run

Testimonials

  • Nikhil Testimonial Gavin Thomas

    Nikhil delivers an absolute masterclass in value-based selling!

    Being part of a Company and a team who already pride ourselves with focus on value, Nikhil managed to introduce impactful structures and approaches. Instead of traditional lectures/seminars, he demostrates his own principles with every session - value-based Sales taught using value-based teaching.

    Real life situations, live deal guidance, brainstorming excercises and constant reinforcement of principles are the norm for every session.
    Would definitely urge everyone even slightly involved in Sales, to have a conversation with Nikhil!

    Gavin Thomas
    Manager, Presales SEA - Locus

  • Nikhil testimonial Pooja Kumar

    I had the pleasure of working with Nikhil as our chosen facilitator for negotiations training at Adobe India.

    Nikhil's ability to tailor his approach to different groups with unique challenges was truly impressive.

    His genuine interest in understanding our business and the specific challenges we faced prior to the workshop led to exceptionally strong outcomes.

    Nikhil is one of the most relatable and relevant facilitators I have had the opportunity to work with.

    His expertise and dedication made a significant impact on our team.

    Pooja Kumar, Director Field Enablement, JAPAC, Adobe

  • Nikhil testimonial Ed Prisco

    Nikhil went above and beyond to help us perfect our demo.

    Nikhil not only guided me through the technical aspects of demoing our platform but also provided valuable insights on qualifying opportunities effectively.

    His expertise, patience, and clear communication made the process smooth and highly productive.

    I would highly recommend Nikhil to anyone looking for someone who can elevate both their product presentations and sales readiness.

    Ed Prisco, Sales Director
    North America, Locus

  • Nikhil testimonial Guru Vaidya

    Nikhil has a unique ability to reframe negotiation, not as a pricing discussion, but as a value conversation.

    He brings clarity, structure, and a deep understanding of how to align with what truly matters to the customer. A great session, and an even better perspective.

    Guru Vaidya
    Head of APAC DMe Field Solution Consulting, Adobe

  • Nikhil testimonial Robert Latas

    Nikhil delivered one of the most impactful sales workshops I’ve attended.

    He brought structure, clarity, and a highly engaging style that made complex concepts feel immediately actionable.

    His ability to connect strategic themes like value discovery with the real, day-to-day challenges of our sales teams across regions was especially valuable.

    What stood out most was how quickly he earned the group’s attention and respect, keeping energy high and driving meaningful discussion throughout.

    A truly impressive facilitator who makes a lasting impact.

    Robert Łataś, Managing Director
    Thinkproject Poland

  • Nikhil testimonial Arshaad Mohamed

    Nikhil's innovative ideas and fresh perspectives provided valuable insights that transformed our daily operations.

    We were able to implement several of his concepts, leading to tangible improvements and fruitful results.

    Nikhil's insight and mindset are truly assets, and I believe anyone who has the opportunity to work with him will benefit immensely.

    Arshaad Mohamed
    Director, Solutions and Delivery, Locus

  • Nikhil testimonial Justin Grosskurth

    Nikhil facilitated a fantastic in-person leadership course to help accelerate deal progression and executive engagement.

    His personal experience in technology, overall stage presence and insightful delivery was invaluable.

    Nikhil drove tremendous participation, and instilled confidence across the organization.

    I would absolutely recommend Nikhil to partner with any sales team.

    Justin Grosskurth
    Senior Commerce Account Manager, Adobe NA

Our first step starts here

If what you've read so far resonates with your team's experience, schedule a leadership conversation. I look forward to mw!