Deal Desk Coaching
Monthly coaching for sales managers running deal reviews — building the questioning skills and discipline that turn status meetings into decision meetings.
Sydney · B2B Sales Advisory
Your pipeline deserves a process that reps can actually follow
Laurel Way Consulting Group works with Australian B2B sales leaders to map stages, tighten handoffs, and build deal reviews that surface real blockers — not slide decks.
What we do
Consultations built around how your team sells
We focus on the mechanics of B2B selling — qualification criteria, stage definitions, forecast discipline, and the conversations that happen in deal reviews.
Pipeline Review Session
A half-day facilitated review of your active pipeline — surfacing stuck deals, weak qualification, and forecast risks before the quarter closes.
Sales Process Audit & Roadmap
A structured review of your current sales stages, qualification criteria, and handoff points — delivered as a written roadmap your team co-authored.
Why teams call us
When the CRM says one thing and the floor says another
Most B2B teams we meet have a CRM full of stages nobody uses consistently. Reps skip qualification. Forecast calls turn into status updates. Marketing passes leads that sales cannot action.
We sit with your reps, listen to recorded calls, and walk your pipeline row by row. The output is a written process your team helped define — not a generic playbook imported from another industry.
About Laurel Way"The stage definitions alone saved us two hours a week in forecast meetings. We still argue about deal weighting sometimes, but at least we are arguing about the same definitions."— Priya N., Head of Sales, industrial components distributor, Melbourne
Field notes
Recent writing on B2B sales process
When to Bring in an External Sales Process Consultant
Five situations where an outside perspective on your B2B pipeline is worth the investment — and two where it is not.
Mapping Your B2B Sales Stages Without Over-Engineering
A practical method for defining four to seven pipeline stages that reps will actually use in weekly deal reviews.
The Marketing-to-Sales Handoff That Actually Works
Why MQL definitions fail in B2B organisations and what a workable handoff looks like when both teams share revenue accountability.
Ready to walk through your pipeline?
We typically respond within two business days. Initial calls are 30 minutes and cover your team size, current process, and whether an audit or a lighter review makes sense.
Schedule a Conversation