A B2B sales consultant for entrepreneurs who want to stop relying on referrals
My name is Łukasz Zjawiński. Since 2018 I have been working with owners of B2B companies so that sales stop relying solely on the owner’s intuition and become a system: measurable, repeatable and possible to delegate. I have been running companies myself since 2007, so I know what it looks like from the inside.
What a B2B sales consultant does and how they differ from a trainer
For years I was on the other side of the table myself. I founded a software house, created SaaS and cybersecurity startups, a software generation technology and smaller projects, mostly technological. Each of them had similar challenges: a good product, great people, and sales that had to be built from scratch for the company to survive.
Those experiences are the basis of how I work as a B2B sales consultant. I do not come with a presentation about funnels. I start with a diagnosis of what actually blocks sales in this particular company. Sometimes it is prospecting. More often the business model, the offer, or the way the owner talks about what they do.
I work mainly with B2B technology and service companies: software houses, implementation firms, integrators, producers of technical solutions, agencies. These are companies with up to several dozen employees, where sales are handled mainly by the owner, because nobody else knows how to sell what the company does.
If you are looking for someone to run a one-off training for your sales team, I am probably not the right person. If you want to build sales in your company that work like a mechanism, that can be predicted, repeated and over time handed over to the team, let’s talk.
When it is worth engaging a B2B sales consultant
The business owners I work with usually face one of these situations. If you recognize at least two, there is something to talk about.
- Sales rely on referrals and networking, and new clients appear in waves you cannot predict.
- You lead all the important sales conversations yourself and cannot see a way to hand that over to someone else.
- Clients compare your company mainly on price, because they do not see the difference between your offer and the competition.
- You hired a salesperson or a sales director and after a while nothing came of it, even though the person seemed good.
- You have high quality and good references, but it is hard to turn that into a predictable flow of enquiries.
- You want to enter a new client segment or raise your margin, and the current way of selling does not allow it.
- You tried outbound sales, but got discouraged after the first failures.
- The company is growing, but revenue grows slower than the team, and the margin is shrinking.
Owners of B2B technology and service companies across Poland have trusted me
Four stages of working with a B2B sales consultant
The cooperation usually lasts a dozen or so months and takes place directly with the owner or the person responsible for sales. You do not get a report for the drawer. We test every element on your company, with your clients.
Diagnosis
We analyze the business model, current clients, margins, sources of enquiries and what happens today from the first contact to the contract. We establish what really blocks growth. Often it is not what you come in with.
Strategy and communication
We define the ideal client profile, the value proposition and the way of talking about the offer according to the Value Triangle methodology: the client’s problem, the result, the solution. This decides whether the client sees the value before asking about the price.
Process and prospecting
We build the sales process: stages, qualification criteria, databases, cold mail and LinkedIn sequences (the CONVICT framework), conversation scripts, tools and CRM. We implement and refine based on real client responses.
Measurement and delegation
We set the metrics, the rhythm of working on sales and the way the process will be taken over by the team or the first salesperson. The goal is for sales to work without the owner’s daily involvement.
What exactly a B2B sales consultant helps with
Below are the areas I work on most often when providing B2B sales consulting. Rarely are all of them needed at once. The diagnosis sets the order.
Client profile and value proposition
Who you sell to, what the client really pays for and why they should choose you rather than a cheaper contractor. Without this, every subsequent sales activity is guesswork.
Winning B2B clients: cold mail, LinkedIn, cold calls
Building databases, qualification criteria, multichannel sequences and messages that get replies. I specialize in B2B prospecting for technical companies, where the client buys complex solutions, not an off-the-shelf product.
The Value Triangle: how to speak so the client wants to buy
My proprietary sales communication methodology. Instead of describing features and technologies, you talk about the client’s problem, the result and the road to it. It works in proposals, on the website, in conversations and in cold emails.
Sales process, needs discovery and closing
Stages, questions in needs discovery, qualification, presenting the offer, objections, closing. A process described so that it can be handed over to a new person on the team and so that you can check where opportunities get lost.
CRM, metrics, a rhythm of working on sales
Choosing tools for the scale of the company, configuring the pipeline, metrics that actually say something, and a weekly rhythm that keeps sales moving when you go back to projects.
When the sales problem does not lie in sales
Offer, price structure, market, margin, the interface between sales and delivery. If the model is badly arranged, no prospecting will make up for it. Then we work here first, and only then on the process.
A B2B sales consultant who sells technology services himself
Łukasz Zjawiński, entrepreneur, business advisor and B2B sales consultant. Founder and Head of Consulting at TechMine. Creator of the SalesMachine B2B sales system and the Value Triangle sales communication methodology. I host the Droga Przedsiębiorcy podcast and newsletter (in Polish).
I started my road in 2007 with a company building mobile applications. Later I co-founded further ventures: software generation technologies, machine learning in cybersecurity, a SaaS application, an investment company, web development, a software house and IT security. Not all of them succeeded. It is precisely those experiences that are the basis of my work with clients today. Because success is usually made up of a whole set of unique elements and circumstances. Mistakes and problems have repeatable patterns, so they can be avoided.
In 2011 I founded TechMine as a community of entrepreneurs from the technology industry. Hundreds of TechMine meetings, conferences, workshops. Out of the needs of that community, a consulting firm grew in 2018, in which I have to date worked with more than fifty owners of B2B companies across Poland. I also speak publicly, including at the Sales is the Queen conference, on the use of AI in B2B sales.
B2B sales in a minute: short videos from my YouTube (in Polish)
More than 50 shorts in which I explain one thing that really affects B2B sales and company growth. Click to watch without leaving the page. The videos are in Polish.
Stop guessing in sales, set specific goals 
The surprising truth about price and value 
A cold call without stress: how to start it to get the client’s attention 
How to ask questions in B2B sales 
Stop fighting objections. Use them! 
How to sell well in B2B? Do not do what everyone else does 
Without a sales process, a salesperson is just another cost 
How to write a cold email that worksWhat the owners of B2B companies I have worked with say
Łukasz Zjawiński from TechMine helped me move from sales based on my intuition to a specific process. Today we know how to set sales stages and goals, how to run prospecting, build databases, choose qualification criteria and create multichannel communication sequences to new clients.
While building my sales process with Łukasz, I learned many specific methods, tools and communication techniques. It allowed me to change the way I sell: from organic, based mostly on referrals and networking, to more organized and effective. A side effect of the consulting was also a significant increase in the average order size and higher margins.
I had the opportunity to work with Łukasz on organizing our sales process and defining new elements of our offer. His knowledge and experience allowed us not only to create a coherent and clear process, but also to refine how we communicate our services to clients. I definitely recommend him to anyone looking for support in growing sales.
The SalesMachine sales system implemented by Łukasz is a comprehensive program that lets you start sales activities effectively and, over time, make them repeatable. It focuses on the practical side: what has to happen and how, so that you really win new clients and sell at higher prices.
Whom to choose for growing B2B sales in a technology company
I hear this question in most first conversations. The honest answer: it depends on whether there is already something in the company to delegate. Below is a comparison that helps establish that.
| Option | When it makes sense | Risk | What stays in the company |
|---|---|---|---|
| B2B sales consultant | Sales are led by the owner, there is no process, clients come mainly from referrals, the company wants to build its own system. | Requires the owner’s involvement. Without it nothing will work. | Strategy, process, communication, tools and metrics. The ability to sell your own offer. |
| Sales trainer | There is already a sales team and a process, skills are missing at specific moments of the conversation. | Training without a process and strategy fades quickly. The owner does not change the way they operate. | Techniques in the heads of the people who were in the room. Until they leave. |
| Lead / outbound agency | The offer is clear, the value proposition works, what is needed is volume of contacts. | Meetings with the wrong people, a burnt database, dependence on the vendor. | Leads from the contract period. Rarely know-how. |
| Hiring a salesperson | There is a process, communication and metrics that can be handed over to a new person. | A salesperson in a company with no process learns on your clients and usually leaves after a few months. | Depends entirely on whether they had something to work with. |
I write about this in more depth in the articles: How to choose a B2B sales consultant and How to choose a partner for growing B2B sales in a technology company.
Frequently asked questions about working with a B2B sales consultant
How much does a B2B sales consultant cost?
I work on a monthly retainer with an agreed scope and rhythm of meetings. The rate depends on the scope (sales alone, or also the business model and optimizing delivery so that it can carry more clients) and the intensity of the work. You get a specific proposal after a free diagnostic call. The simplest comparison is the cost of part of an experienced sales director’s salary, with the difference that after the cooperation the company keeps all the know-how and an implemented sales system.
How does a B2B sales consultant differ from a sales trainer?
A trainer works with people’s skills: how to lead a conversation, how to respond to objections. A consultant works with the company: who it sells to, how it reaches clients, what process it has, how it communicates value and how it measures it. Training makes sense when the process already exists. In most of the technology companies I work with, that process first has to be built. Sales techniques, tactics and communication frameworks I pass on while building sales in a way that can be delegated, during the cooperation.
Which companies do you work for as a B2B sales consultant?
Mainly B2B technology and service companies: software houses, implementation firms, integrators, producers of technical solutions, agencies and expert firms. They usually have up to several dozen people, and sales are led mainly by the owner. I work with companies across Poland, remotely and on site in Katowice.
What does the first conversation look like?
It is a free diagnostic meeting, about 45 minutes. I ask about the business model, current clients, acquisition methods and what, in your view, blocks sales and company growth. If I conclude that I am not the right person for your situation, I will say so plainly.
How soon are the effects visible?
The first changes in communication and client qualification usually come within the first two months. Repeatably opening new clients from prospecting requires a few test cycles, so realistically from the third to the sixth month. As the first effect, clients most often mention an increase in average order value and margin, because the way of talking about the offer changes.
Do you help with cold mailing and LinkedIn?
Yes, B2B prospecting in technology companies is my specialization. We build databases, qualification criteria, multichannel sequences and the first message according to the CONVICT framework. I do not send emails on your behalf; instead we build in the company the skill and the processes, and implement tools that stay after the cooperation.
Do you implement CRM?
I choose tools for the scale of the company and configure the pipeline so that it reflects the real process, not the other way round. When we reach the stage of monitoring and managing sales, we choose the CRM tool that is right for your company.
What is SalesMachine?
A proprietary system for building predictable B2B sales based on five pillars: strategy, process, communication, tools and measurement. Implemented 1:1 with the owner – more on the SalesMachine page.
Do you work remotely or on site?
Most of the work happens remotely, in a regular rhythm of online meetings. The strategy workshops at the start of the cooperation I often run on site, at the client’s company or in Katowice.
How can I contact you?
The simplest way is through the free consultation form on techmine.pl, by email at hello@techmine.pl, by phone at +48 32 49 44 248, or via LinkedIn.
Let’s find out what is blocking sales in your company
The first conversation is free and diagnostic in nature. If I am not the right person for your situation, I will say so plainly and suggest who might be.
Pliki cookies na techmine.pl
Używamy niezbędnych plików cookies, żeby strona działała. Za Twoją zgodą użyjemy też cookies analitycznych (żeby wiedzieć, co czytasz) i marketingowych (żeby mierzyć skuteczność reklam). Szczegóły w polityce prywatności.