Sign more profitable B2B sales deals. Access insights from ex procurement directors about how to win more RFPs and negotiate effective deals.

We provide consultancy, training and coaching to sales/NBD and account teams. We analyse your sales engine and design programmes to improve RFP win-rates, increase average order values, and get better negotiated deals over the line.

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NEW REPORT: The Trust Builder

Why building rapport beats hard bargaining in B2B sales negotiations

In B2B sales, it’s not just what you negotiate; it’s how you negotiate.

Based on research with over 200 participants, our exclusive new report explores four unique archetypes – Analyser, Preparer, Commander, and Trust Builder – and shows how Trust Builders outperform by focusing on relationships over just the deal.

You’ll learn:
– Why The Trust Builder beats other negotiation styles
– How Trust Builders outperform
– How to develop and strengthen Trust Builder skills in your teams

Click to download your copy

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Our clients’ typical sales problems

  • It’s about more than price “How to train our sales and account managers to negotiate better deals which take account of all the variables, not just price.”
  • RFP qualification & conversion rates “How to get our NBD/sales teams to only work on RFPs that we know we stand a >33% probability of winning.”
  • Procurement want different things “How to help all our commercial people understand how procurement professionals work in large enterprises and what they really need when responding to RFPs and negotiating with them.”
  • Where did the profit go “How to up-skill our account managers/directors to improve the way they negotiate scope-creep, variation-management, up-sells and contract extensions.”

Why do clients trust Piscari?

We view sales, RFPs and negotiations through a “buyer’s lens”

  • Mike Lander, CEO Piscari, is an ex Procurement Director. He’s run countless RFP processes and negotiated hundreds of supplier deals with an aggregate value >£450m.
  • “I think any company looking to get into the mind of the buyer should engage with Piscari”

We focus on sectors where we have deep expertise – we can tailor our programmes and advice to include your sector-specific scenarios

  • Marketing agencies
  • IT services
  • RPOs, MSPs, RecTech and Recruitment agencies
  • Professional Services
  • Media Publishing

Client testimonial: How Hyble won a multi-million dollar RFP that launched them into the USA

  • “Working on this deal with Piscari allowed us to gain a unique insight into what our customer’s procurement team would be looking for and to compose a proposal and presentation that was incredibly strong, which enabled us to win the RFP.”
  • Craig Letton, CEO, Hyble
Sales negotiation training course

Tailored in-house B2B sales negotiation training/coaching and procurement insights programmes

These programmes are designed for medium to large firms with a minimum of 10 sales/account management people.

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Sales process and dashboard enhancements

Clients often ask us to review their sales pipeline structure/gating and sales reporting as part of our negotiation training/coaching programmes

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Sales pipeline optimisation

RFP qualification review

RFP qualification and tender review

A big challenge faced by a lot of clients is RFP qualification, then converting their response into winning a piece of business. Having worked with many clients to help them solve this exact problem, we’ve developed a service offering to address this problem.

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B2B sales negotiation training

Group B2B sales negotiation training and procurement insights programmes

These programmes are designed for smaller firms or individuals who want access to our expertise but aren’t looking for a tailored, in-house programme.

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Sales negotiation coaching sessions

Clients often find themselves facing a negotiation deadline and need rapid access to independent expertise to help solve a specific challenge. We provide access (subject to availability) to our expert sales negotiation experts (who have been buyers previously) for ad-hoc coaching sessions.

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Sales negotiation coaching

What our clients say

Rory Fowler
Group CEO, Stephen Austin

“As the group CEO of a business with an annual turnover in excess of £20M, it’s critical that I have experienced strategic advisors around me to support the next stage of growth.
Mike has been instrumental in driving our strategy forward, re-focusing on stronger governance and improving our KPI dashboard systems.
I would recommend Mike highly to any organisation looking to accelerate their growth.”

Amol Maheshwari
Managing Partner, Growth Idea; NED

“Mike’s experience on both sides of the procurement process was instrumental in guiding us.

And the results speak for themselves.
Our team was awarded the opportunity to become the sole language training provider across four major government contracts –
something unprecedented in our industry.”

Dr Marie-Claude Gervais, Co-founder and Research Director, Versiti

“Mike has been utterly impressive. He dissected the brief and the client’s requirements with razor-sharp focus, and identified exactly what needed to be done to ‘tick’ each and every procurement box.”

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