Business development for
technical products.
For engineering, manufacturing and technical product businesses whose product deserves better selling. Long sales cycles managed properly, specification sheets turned into propositions, and a pipeline that doesn't depend on the founder's spare hours.
Technical and complex sales, where the deal turns on real understanding of the product or the application.
These are not transactional sales. The buyer specifies, compares and asks hard questions, and the cycle is long. It needs someone who can hold a credible technical conversation and stay consistent from first enquiry to order, not selling squeezed into whoever has a spare hour.
I came to selling from the tools. My early career was as an electrical installer and fitter, so I have hands-on experience of installing electrical and electronic equipment. I can act as a sales technician as well as a salesperson: reading a wiring diagram, understanding what an installation involves on site, and answering the questions a buyer or installer asks before they commit.
What it covers
Proposition work
Specification sheets turned into propositions - what it replaces, what it saves, why it wins.
Long-cycle pipeline management
Opportunities staged, owned and followed for as long as the cycle takes. Nothing goes cold by accident.
Channel development
Distributors and agents found, signed and actually managed - targets, reviews, support.
Technical buyer selling
Conversations that survive the engineering questions - at trade shows, on site and in tenders.
Hands-on delivery
Where you need the selling done, not just described - see outsourced sales support.
Same disciplines, different product
Thirty years in the marine trade is thirty years of technical B2B selling in a demanding form: products that need demonstrating, buyers who read the specification, dealer networks, public tenders, long build cycles and trade shows where a year's pipeline is made or missed. Change the product and the same disciplines decide who wins.
Buyers of technical products don't buy the datasheet. They buy confidence that the person selling it understands their problem.
Common questions
Will it pay for itself?
A short call about the product, the buyers and where the pipeline stalls gives you an honest view on whether senior sales input would pay for itself - and a sensible scope if it would.
Do you sell directly or coach my team?
Either. I can run the selling myself, build the process for your people to run, or a mix - whatever fits the business.
Non-marine products?
Yes. Marine is the background, but the model is built for any technical product with a long cycle and a specifying buyer.
A strong product
that deserves better selling?
A short, no-obligation call is the easiest place to start. Tell me what you make and who buys it, and I'll suggest a sensible way forward.