Qualification
Without a clear target group and a clear offer, you talk to the wrong people. And you ask too little to know what the client really needs.
01 · Starting point
You are the only one who can sell.
Many IT business owners with 20 to 80 employees hit the same ceiling: referrals are drying up, and a sales team of their own is not yet realistic. You would have to sell yourself, and that is exactly what nobody ever taught you.
The obvious conclusion: you need more leads. So in comes an agency that promises new enquiries.
02 · Diagnosis
You are not short of leads. You lose them in the conversation.
Objection
A price discussion, pushback, a ‘too expensive’: that is exactly the moment you lack the next step.
Standstill
A good meeting, positive feedback, then weeks of nothing. And you don't know whether to follow up or wait.
New enquiries achieve little as long as these three moments stay open.
Request a call →03 · Momentum
How we work in Momentum.
- 1
Attitude
We don't start with technique. If you hope in a conversation instead of leading it, you lose the deal before it begins. You learn to take a no as a starting point, to hold a silence and to lead instead of advise. Breathwork is part of the method.
- 2
Foundation
A clear target group, a clear offer, a price you can stand behind. We adapt proven guides and checklists to your deals instead of handing you a script.
- 3
Real conversations
We work on the deals in your pipeline. I mirror what you avoid, ask the questions you don't ask yourself, and guide you through price discussions, objections and standstill.
1:1 over six months, eight touchpoints. Depth, not frequency.
Request a call →04 · Cases
IT service provider
Starting point
A deal on the table, multi-year. The decision-maker hard to pin down, no clear process on his side.
What we did
Built the process, defined the right questions, sharpened how the conversations were led.
Result
‘Within four weeks and just a few sessions, we won a major client in the pharma industry – with recurring annual business of CHF 200,000. At the same time, as an owner I gained clarity, focus and confidence in leading clients through the sale.’
IT service provider
Starting point
On the road for years without really knowing whom he wanted to reach or what his offer actually was.
What we did
Clarified target group and offer in a few sessions, then aligned the company's whole presence with them.
Result
‘After working together for a short time, we were able to position the company for the long term and hire a key employee.’
05 · Questions
Frequently asked questions.
Who is Momentum for?
For owners of IT companies with around 20 to 80 employees and revenue from roughly CHF 3 million, who lead their big deals themselves and don't yet have a sales team of their own.
Is this a sales training?
Not a classic sales training: there is no curriculum and no script to learn by heart. We work on your conversations, with tools that have proven themselves in practice and are tailored to your situation.
How does Momentum work?
1:1 over six months, eight touchpoints. We start with your attitude in the conversation, lay the foundation with target group, offer and price, and then work on the real deals in your pipeline.
Don't I just need more leads?
Maybe. Often, though, it isn't the number of enquiries but qualification, objection or standstill. We look at that in the intro call, using a real deal.
What does Momentum cost?
We discuss that in the intro call, once it is clear whether working together is the right fit.
What comes after Momentum?
If you want to go further, the retainer offers ongoing support: deals get bigger, new industries and client structures come in.
Who is it not for?
For large corporations, for start-ups without revenue, and for anyone looking for a pure cold-calling training or a script to work through.
06 · Who works with you
Alessandro Graf
As Head of Business Development, I spent seven years owning deals totalling over CHF 40 million. As an entrepreneur, I built a company with 30 employees and led it for seven years. I know both sides: the deal and the company behind it.
- B2B Enterprise SalesInfrastructure/Workplace/Security (Services & Managed Services & SaaS)
- Many stakeholdersSpecialist departments, IT, procurement, business – plus group policies and compliance
- Full cycleFrom uncovering the problem and managing stakeholders to the basis for decision and signing.
07 · Intro call
What deal is on your table?
Bring a deal that has stalled or is coming up. We look at where to start – qualification, objection or standstill – and whether Momentum is the right fit for you.
Intro call
- Length
- 20 minutes
- Cost
- free
- Afterwards
- You leave with a first assessment of where to start.
- info@alessandrograf.com