Built by events sales experts, for events sales teams
An expert sales coach for every rep, reviewing every call.
The sales you lose are the ones nobody notices.
Small mistakes on sales calls cost you. On this event, the next event and the one after that. Mentor puts an expert sales coach with every rep, on every call, so those mistakes are caught before they become habits.
Your coach · after the call
“You pitched before you knew what they needed. Let’s fix that before the proposal goes.”
What’s really happening
Most lost sales are lost on the call.
Some things are outside a salesperson’s control. Most failed sales aren’t. For most events businesses, conversion is far lower than it should be, and the causes are usually the same few habits.
Discovery that stops at the request
The rep hears what the prospect asks for, not the business challenge behind it. The proposal answers the wrong question.
A compulsion to pitch
Products get pitched before the prospect’s objectives are understood. Deals that good discovery would have won are lost before the prospect has finished explaining.
Too many options
Prospects are drowned in packages and add-ons. Faced with too much choice, they decide not to decide.
A muddled case for the boss
Your contact has to sell it internally. Hand them a chaotic proposition and they can’t win the argument for you.
Objections missed or mishandled
The objection that kills a deal is sometimes never said out loud. Miss it, or answer it with a feature, and the deal quietly dies.
Solutions that don’t fit
Sell something that doesn’t fit and it won’t deliver. The client remembers when it’s time to rebook.
Small mistakes. Big costs, event after event.
Every salesperson has blind spots. Without a coach pointing them out, the same mistakes repeat until they’re ingrained. Then they cost the business not on one event, but on every event, for years.
A conversation you may recognise
“We’ve been with you for years. This year, we’ve decided to go with someone else.”
Why? Usually, it’s a discovery problem.
Whatever they bought last time didn’t deliver what they really wanted. Instead of fresh discovery, the rep rinsed and repeated last year’s deal. Assumptions were made, and the investment failed.
By the time the rep hears about it, the deal is beyond recovery. The buyer has already made up their mind. Or worse, their boss has told them to find an alternative.
What is a discovery call worth?
Small gains on every call add up to a very different business.
Every discovery call has a value: your average order value multiplied by your conversion rate. Put in your own numbers and see what lifting both would mean.
If you sell into a market with a limited number of buyers, a wasted call isn’t just expensive. It’s critical. Add loyal clients who walk away at rebook, and it becomes a serious problem.
Your numbers
Average order value today
$20,000
Average order value, improved
$24,000
Each discovery call today
$3,000
Each discovery call, improved
$6,000
That’s 2.0× the revenue from the same calls and the same team.
An illustration using your own figures, not a forecast or a promise of results.
Why training alone doesn’t fix it
Great advice evaporates if nobody follows it up.
Training gives a team a sugar hit. But Ebbinghaus showed more than a century ago that most of what we learn fades within days unless it’s reinforced. Without follow-up, old habits come back.
Great managers rarely have time to coach every call. And in our experience, nothing develops a salesperson faster than reviewing a call while it’s still fresh in their mind.
After the training, three questions usually go unanswered:
- 01Did the rep act on the plan?
- 02If they did, did they do it well?
- 03Are they improving, standing still or slipping?
The answer: Mentor
Now imagine an expert sales coach for every rep, reviewing every call.
Mentor works on both sides of the call and keeps following up afterwards, so what the coach points out actually changes how your team sells.
Before the call
Prepared for the prospect’s real business challenge, with the discovery questions to test it.
After the call
An honest review while the call is still fresh, and a compelling business-case proposal built with the rep.
Every week after
Coaching that follows up on the plan, so good advice becomes a habit instead of evaporating.
“In six months of using Mentor, the quality of my sales calls and the number of proposals I produce each week have improved more than in the previous nineteen and a half years.”
Two ways to work with Selltech
Expert help with the tools, or the tools on their own.
Sales force consultancy, always with the tools
We work alongside you to fix what’s holding your sales back, from how your team sells to what you sell and how you price it. The Selltech Suite comes with every engagement, so the improvements are reinforced on every call, long after we’ve gone.
- Sales team skill development
- Management and leadership training
- Packaging and pricing audits
- Commission restructuring
- Recruitment and onboarding advice
- Proposition development
- Sales leadership coaching for CEOs and other non-sales leaders
The Selltech Suite
The same tools, without the consultancy. Built for teams that sell events.
Mentor
An expert sales coach for every rep, on every call.
Meeting Manager
Every meeting organised by client and project, with a write-up built for that type of meeting.
Package Engine
Portfolio, packaging and pricing audits, plus packages and inventory event by event.
Management Bandwidth Audit (free)
See how stretched your sales managers are, and what it’s putting at risk.
“Some things are outside a salesperson’s control. But the vast majority of failed sales are inside it. Without a coach guiding them, salespeople repeat the same mistakes until they’re completely ingrained.”
Iain, Selltech