The company grew only as long as the founder could carry it.
B2B management education · Milan · €5.4M revenue · 13 people · every deal depended on the founder. Two sales hires lost in three years.
Commercial capital was trapped in one person's head.
18 founder hours per week on direct sales. Every deal run by them, from first call to signature. No documented process. No materials. No system that let anyone else step in.
The problem was not hiring salespeople. Without a replicable system, every new hire drifted without structure and left within eight months. It had already happened twice.
We extracted what was in his head and made it replicable.
16 hours of recorded founder conversations: how they qualify, signals they watch, objection handling, what makes a winning proposal. From those conversations: a 28-page Sales Playbook with the full commercial process.
MARF nurturing for 3,400 newsletter subscribers and webinar attendees. Sequences differentiated by awareness level. Automatic warm-handoff to sales with notification within 24 hours.
New rep onboarding with the playbook as the main guide, shadowing on five calls before full autonomy. The founder supervises via alerts: steps in only on stalled deals or uncontacted leads. Zero micromanagement.
Seven months.
For the first time in ten years, I took a one-week vacation without checking my phone. And when I came back, nobody needed me to recover lost time.
Three ways to arrive to the call even more prepared.
Morfeus Webinar
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