What would change if your team stopped carrying “maybe deals” for months?
Look at your pipeline today. Some opportunities are real. Others are “busy”. Plenty of motion, but no clear pull toward a decision. Often, the biggest deals only move when one person steps in and does the part nobody else feels confident doing.
That isn’t a motivation problem. It’s a system problem.
Flip the Sales Funnel is cohort-based B2B sales training for New Zealand manufacturing, industrial, agribusiness, logistics, and technical product teams who want better-fit leads, faster qualification, stronger proposal conversion and scalable sales systems that reduce founder dependency.
Built for complex B2B sales cycles and the teams who carry them
This programme is designed for businesses selling physical goods into B2B channels. Or larger B2C buyers with technical specifications and multi-step sales cycles. It’s especially relevant when sales cycles are longer, conversion rates have stalled, or the founder still manages or closes key deals.
If you’re in professional services (accounting, legal, consulting, advisory), you’ll likely get a better fit through The Trust Advantage: trust-first selling for service businesses.
Stop treating qualification like an afterthought
Technical selling punishes late qualification. The wrong lead can consume weeks of engineering time, back-and-forth emails, and proposal work – only to stall at procurement or disappear.
This programme strengthens the moment that changes everything: how you attract, qualify, and progress the right-fit customer early. You’ll use proven frameworks, including the sales flywheel
Delight → Lead→ Qualify → Discover → Engage → Propose → Close
and you’ll practice applying them to real opportunities.
What changes in your pipeline when the team qualifies faster?
When qualification is clearer, everything downstream gets simpler. Your team learns to filter low-value leads early, protect time and margin and focus energy where the commercial opportunity is strongest.
The goal isn’t “more selling.” It’s better decisions, earlier – across the whole team.
“The goal isn’t to push harder. It’s to get clearer – on who the customer really is, what they truly need, and whether you’re the right fit. That’s how trust-based growth scales.”
Liz Pinfold Reed
Customer Insights coach, Good CX
The cohort format
Built for learning that actually sticks
Flip the Sales Funnel runs over 8–10 weeks in a blended format. Each cohort is 15–20 participants, grouped with others operating in similar industry or sales channels.
Programme structure
- Full-day kickoff workshop (7 hours, in-person)
- Four virtual training sessions (90 minutes each; 6 hours total)
- Full-day closing lab with practical coaching (7 hours, in-person)
- Follow-up session after 30 days of application (1 hour, online)
Training includes
- Role-play
- Discovery frameworks
- Qualification scorecards
- Templates
- Live opportunity coaching.
Time commitment
- 20 hours training
- 1 hour follow-up coaching
- 1–2 hours customer pre-work
- Estimated 2 hours homework between modules
The capability your team will build and keep using
This programme covers how to
Define and attract best-fit ideal customer profiles
Qualify and filter leads quickly using structured frameworks
Lead technical discovery conversations that build credibility
Handle objections, pricing pressure and specification questions with confidence
Build clear, frictionless proposals aligned to customer needs and motivations
Close opportunities using upsell, cross-sell and downsell pathways
Establish scalable sales systems that reduce founder dependency
Create onboarding experiences that increase referrals and repeat orders
Calculate customer lifetime value and evaluate long-term margin outcomes
Investment and funding support
What to know upfront
Investment: NZD 5,000 + GST per participant
Cohort size: minimum 15, maximum 20 participants
This programme may be eligible for management capability funding through the Regional Business Partner Network. Funding decisions sit with your Growth Advisor.
