Schema-Based Business Development & Sales

Schema-Based Business Development & Sales

SCHEMA-BASED BUSINESS DEVELOPMENT & SALES
The buyers haven't changed. The way we sell to them has to.

Every sales methodology of the last twenty years — MEDDIC, Challenger, SPIN, Sandler — was built for a buying environment that no longer exists. Buyers now talk to AI, aggregators, and peers, and reach a seller only once they've narrowed the field. By then the differentiator isn't the pitch — it is whether the buyer feels understood.

The sellers who consistently close read the pattern under the buyer's behaviour, not just stated criteria. That pattern is a schema — the early-formed blueprint that shapes how a buyer decides under pressure. This program teaches your sales leaders and senior sellers to recognise the five buyer schema patterns, adapt language and risk framing live, read the buying committee as a system (why the CFO, CEO, and champion are each stalling the deal), and manage their own schema under quota pressure. It is not another framework — it is the layer beneath the methodology you already use that makes it work.

Built for VPs and Heads of Sales, CROs, enterprise AEs, and revenue-ops leaders.
Three formats: the 90-day Executive Sales Leader Program ($9,500); the two-day Sales Team Intensive for up to 20 ($38,000-$52,000); and the six-month Season-Long Partnership ($95,000-$140,000).

Led by Daniela Aneva, ICF MCC — 25+ years across sales leadership and executive coaching. New engagements open 24 August 2026. Contact us for a strategy call.