JWPM Consulting

B2B Sales model consultant

Shift more product - Win more projects

In B2B markets, sales success depends on more than having good salespeople, it requires a clear and deliberate sales model that aligns with how your customers buy.

The Selling Model aims to harmonize marketing strategy/activities and sales strategy/activities so that both pull together as a team to generate revenue. The selling model is the glue that binds sales to marketing.

What I Do

Sales Model Review

I work with leadership and sales teams to analyse your current approach, from lead generation and account management to pricing, channels, and support. The goal is to uncover what’s working, what’s not, and where the gaps lie.

Customer-Centric Alignment

We map your sales approach against the customer’s buying journey, ensuring your model makes it easy for them to buy from you.

Role Clarity and Structure

I help define clear roles within the sales function: hunters, farmers, inside sales, channel partners, so effort is focused where it delivers the greatest return.

Process and Methodology

I review and recommend sales processes, tools, and reporting structures that drive consistency and scalability.

Go-to-Market Fit

Your sales model must align with your broader business strategy and brand positioning. I ensure that your selling approach supports long-term growth goals.

Capability and Training Needs

By understanding the competencies required in your sales model, I can highlight where development, recruitment, or enablement will have the biggest impact.

Why This Matters in B2B

Long sales cycles, complex decision-making, and high-value transactions mean that sales effectiveness is mission-critical. An outdated or misaligned sales model wastes resources, frustrates customers, and stalls growth.

A well-designed sales model delivers:

Efficiency: Sales effort is targeted and productive.
Consistency: Customers get a seamless experience across all touch points.
Scalability: Growth is supported by structure, not just individual effort.

Justin Wearne: B2B Sales Model Consultant

Create a highly effective end-to-end selling machine by aligning demand creation (marketing) with sales activities (qualifying and closing)

Build a sales model for today’s market that improves sales performance, strengthens customer relationships, and accelerates business growth.