Sales of Large-Scale IT Projects

We increase sales of B2B solutions in IT companies.
A training program for Sales, Pre-sales Managers, KAMs, and Heads of Sales.

On the radar

How to get on the customer’s radar before they start looking for a vendor.

What is the training about?

Sales of complex IT solutions for large clients:

You will learn how to use personal connections and networking tools to sell complex IT solutions to large companies. No “cold calls,” no unnecessary pressure—only a deliberate strategy built on trust, engagement, and effective work with decision-makers.

What we learn

— build relationships with top executives and manage the client systematically;
— use “weak” ties to get into a large organization;
— formulate a value proposition for different types of decision-makers (business / technical / financial);
— sell your product not through “features” but through its impact on the client’s KPIs;
— move the project forward despite a long approval cycle.

Understanding the client
— How to communicate the product’s value in the client’s business terms
— How to adapt the offer for different industries and types of decision-makers
— How to use interviews (CustDev) to clarify tasks and build a relevant backlog
— How to select an MVP for a pilot and “package” it for the deal

Selling consciously
— How to qualify a client using a framework (e.g., BANT)
— How to build a sales funnel for complex IT solutions
— How to manage sales cycles and forecast deals
— How to shift from “features” to selling solutions tied to business outcomes

Promoting what no one is searching for
— How to reach complex decision-makers and not get lost “at the gates”
— How to build ABM funnels and launch pilots in large companies
— How to warm up “cold” contacts and turn them into interest
— How to work with a long buying cycle

Retaining and expanding
— How to increase engagement, cross-sales, and customer satisfaction
— How to build a Customer Success system and not lose clients after the deal
— How to design the customer journey in the B2B segment
— How to turn a client into an ambassador and an entry point into adjacent departments

For whom

Sales, pre-sales managers, key account managers, heads of sales, and C-level executives of IT companies and systems integrators.

What definitely won’t be there

advice like “how to dress for a meeting”

or “how to mirror your counterpart”

and other popular “tips and tricks” from basic sales trainings

Why the largest companies trust us

90+

strategic consulting projects in B2B and IT

From setting up presales processes to scaling the sales team
150+

150+ trainings delivered for product, marketing, and sales teams.

Our clients range from Sberbank and Yandex to fast-growing startups.
100+

We have advised digital teams in accelerators run by Google, Microsoft, and GVA. We helped them launch MVPs, find product–market fit, and close their first deals.

Leonid Bugaev
lead trainer

Advises IT companies such as Google, Microsoft, Sber, ByteDance, and MTS.

Has over 20 years of business experience and 14 years in consulting and one-on-one work with business owners, heads of sales departments, and key account managers.

Подробнее

Key advantage of the training: applicability in daily work

We don’t do theory. We help participants build practical skills for working with clients and overcome real-world barriers in practice.

We pay close attention to participants’ questions and their specific challenges in the training. We help them transform.

Teamwork: the strength of the training is in participants who are ready to use networking in their work and achieve extraordinary results.

TRAINING PROGRAM

1. Sales department architecture: what’s holding growth back?
— Diagnosing the team and processes: from funnel to calendar
— Roles in the team: SDR, AE, CSM, presales — who is responsible for what
— Which methodologies work in IT

2. Funnel-based management: from chaos to predictability
— Evaluating deals based on facts, not gut feeling
— Process and qualification funnels for project-based business
— Plan/actual analysis, deal prioritization, pain-free CRM

3. Team development: how to train on the job
— Pipe review, deal reviews, strategy sessions
— Coaching approach: how to be a “playing coach”
— How to embed high‑quality client relationships into routine actions

4. Selling through networking and influence
— How to reach decision-makers in B2B without “cold” attacks
— How to sell a solution, not just features
— Entry strategies for large companies: from pilot to scaling

5. A well‑aligned machine: syncing with marketing, product, and presales
— How to launch joint work using the ABM model
— How the product team influences deal closing
— Knowledge transfer and feedback loops between teams

6. Manager’s involvement in deals: when and why?
— Joining key negotiations and offers
— How to amplify, not duplicate, the account manager
— Building a team competencies map

HOW THE TRAINING SESSIONS ARE HELD: ONLINE AND OFFLINE

REVIEWS

Thanks to Leonid Bugaev for the course.
It was awesome! Leonid managed to structure the solution into concrete steps with examples and case studies.
The course includes both practical assignments and inner work in terms of how you perceive the approach.
It’s not about rigid “sales scripts” but about an approach to communication and building long‑term relationships with top executives from real companies.