Accelerate Growth with Revenue Intervention Sprints

Why These Interventions Matter Now

Buyers have changed. They’re more informed, more independent, and more skeptical than ever. They expect sellers to understand their business, communicate clearly, and provide insights—not canned pitches. Yet most sales teams haven’t kept pace. They’re still relying on outdated techniques that alienate rather than engage. The result? Missed opportunities, stalled deals, low win rates, and frustrated buyers.

Our sprints address these gap by guiding sellers how to:

• Set More Appointments through relevant, value-driven outreach.
• Improve Win Rates by managing opportunities with precision and buyer alignment.
• Grow Accounts using data-driven strategies and ongoing value delivery.

Each sprint is grounded in buyer centricity and designed to help sellers think critically, communicate authentically, and execute consistently.

Diagnose First, Then Prescribe

To get started, we:

• Conduct a situation assessment
• Determine the biggest constraint:
  • Pipeline Creation
  • Opportunity Conversion
  • Account Expansion
• If there’s more than one, we’ll prioritize the interventions (each takes about one quarter).
• If nothing is “broken” but you’d like to see improvement, we can position internally as “Revenue Acceleration Sprints”

UNDERSTANDING THE 3 SPRINT OPTIONS

Sprint 1: Pipeline Creation

Prospecting isn’t about blasting messages—it’s about earning attention through relevance. In this sprint, sellers will:

• Deepen Buyer Acumen: Establish ICP and persona clarity with roles, goals, and COIN-OP (Challenges, Opportunities, Impacts, Needs, Outcomes, Priorities).
• Research Prospects: Select the right effort level and research to inform outreach.
• Develop POSE Value Stories: Create problem- and outcome-centric messaging tied to ICP and personas.
• Integrate Influence Skills: Weave Ethos, Pathos, and Logos into value stories for ethical influence.
• Run Omnichannel Sequences: Build AIR (Awareness, Interest, Relationship) across multiple channels.
• Adapt to the Customer Lifecycle: Tailor outreach to lifecycle stage.
• Navigate Disinterest: Distinguish authentic vs. smokescreen disinterest and decide whether to pursue, nurture, or discontinue.
• Resolve Concerns: Use a buyer-centric process to uncover root causes and address them.
• Nurture Effectively: Support not-ready buyers and deepen AIR until they’re ready to proceed.

This isn’t theory—it’s a structured approach based on what top sales performers do differently.

Why Start Here?

• Generate winnable deals
• Fastest signal to revenue momentum
• Improve quality, not just activity
• Reduce wasted seller effort

Sprint 2: Opportunity Conversion

Winning isn’t about pushing harder—it’s about aligning with how buyers buy. This sprint guides sellers to:

• Conduct Sales Call Planning: Prepare with clear mutual objectives and plans to satisfy buying process exit criteria.
• Master Meeting Management: Lead meetings to achieve objectives, add value, and maintain momentum.
• Qualify Opportunities: Use a structured approach to confirm fit and viability.
• Master Discovery: Uncover the current state, desired future state, and needs using COIN-OP.
• Navigate the Buying Process: Align your process and tasks with buyer stages and satisfy their exit criteria.
• Map the Buyer Landscape: Identify roles, influence levels, and attitudes across stakeholders.
• Communicate Value Effectively: Connect solutions to outcomes and priorities that matter most.
• Deliver POSE Value Stories: Share relevant problems, outcomes, and solutions to build interest.
• Integrate Influence Skills: Apply Ethos, Pathos, and Logos for ethical persuasion.
• Gain Commitment: Guide buyers to confident decisions and next steps.

This sprint has driven 12-35% revenue improvements with past clients.

Why Start Here?

• Increase win rates
• Improve sales velocity
• Sharpen focus on effectiveness
• Stabilize forecast confidence
• Drive more revenue without more pipeline

Sprint 3: Account Expansion

Retention isn’t enough. To drive sustainable growth, sellers must manage accounts strategically. This sprint equips teams to:

• Set Account Objectives: Use data-driven methods to set logical objectives.
• Use the Situation Assessment: Uncover current state, desired future state, and needs using COIN-OP.
• Map the Account Landscape: Identify roles, influence levels, and attitudes across stakeholders.
• Develop Account Plans: Create actionable strategies to achieve objectives.
• Develop POSE Value Stories: Craft stories tied to account-specific problems and outcomes.
• Integrate Influence Skills: Apply Ethos, Pathos, and Logos for ethical influence.
• Communicate Value Effectively: Connect solutions to outcomes and priorities that matter most, in the language that aligns with each buyer’s value drivers.
• Obtain Referrals: Leverage satisfied customers for introductions and advocacy.
• Lead Customer Value Reviews: Reinforce delivered value, resolve any issues, and uncover new opportunities.

This sprint embodies what the very best account managers do differently.

Why Start Here?

• Set data-driven account objectives
• Create intentional account plans to achieve objectives
• Help identify and prioritize high-growth accounts
• Unlock hidden revenue in existing customers
• Deliver durable, high-margin revenue at lower cost

How a Sprint is Delivered (Implementation Detail)

For those who want detail, read on.

Sprint length is approximately 11-13 weeks (one quarter or less) based on the sprint you choose and the scheduling decisions you’ll make during implementation planning.

Our approach includes:

• Virtual delivery (no travel expenses—no days away from selling).
• Templates and advice for announcements and change management messaging.
• Two virtual kickoff sessions (30-45 minutes each) for managers first and then sellers.
• Weekly virtual workshops for each module. Workshops will run for up to 90 minutes. The sprint includes:
  • Pre-reading in the participant workbook (doubles as post-program content summaries and reference guides). 15 minutes.
  • Prework assignments prior to the Workshops. 15 minutes.
  • Live virtual workshops in Zoom for clarification, discussion, Q&A, and exercises. Workshops are scheduled for 90 minutes and may vary from 45 to 90 minutes, based on the content that week, participant engagement, and the number of questions.
  • Worksheets to help sellers prepare to use what they learn, both in the virtual workshops and afterward.
  • Coaching points for managers to reinforce adoption.
• One virtual wrap-up meeting (30-45 minutes) with additional sustainment tools to support adoption.

Pricing & Engagement Options

We will be completely transparent with pricing, but it requires one discussion. Pricing is quoted based on:

• The sprint selected.
• The number of salespeople and sales managers/leaders being trained.
• The number of non-sales auditors—up to 5 free; additional auditors at half-price.
• The number of cohort groups for the workshops (12-15 participants per cohort preferred with 18 maximum).

With the information we need, we can provide a quote in minutes that covers the entire sprint experience from pre-sprint communication through post-sprint support.

Sprints can be purchased separately or together, based on the needs determined in the Situation Assessment diagnosis. You may only need one, or you might want to sequence two or more sprints. In either case:

If you implement with discipline and follow our advice, you’ll see measurable results within one quarter. With extended focus on adoption and mastery, you can expect ongoing improvement from there. Past clients have seen from 12-35% revenue lift with significant improvements in win rates, quota attainment, sales velocity, and account growth.

Why These Sprints Work

These sprints aren’t just about skills—they’re about systems. They embed the principles of The CoNavigator Method, which teaches sellers to:

• Align with buyers at every stage.
• Build value intentionally from the buyer’s perspective.
• Generate interest through relevant value stories.
• Qualify rigorously with  a modern framework.
• Co-create solutions that buyers believe in.
• Navigate concerns with empathy and a framework that works.
• Ensure each decision maker’s decision and exit criteria are satisfied at each stage.
• Communicate value in multiple ways, based on your buyers’ value drivers.
• Operationalize best practices through coaching and integration.

Want to learn more about the methodology behind these sprints? Read: How Does Your Sales Methodology Compare to What Top Performers Do Differently?

In addition to the proven-effective content, the instructional design and the implementation methods are differentiators that lead to better results.

For CEOs and Heads of Sales: Take Action!

If your team is missing revenue targets, struggling with stalled deals, or lagging in account growth, these sprints can change that. They’re designed to generate more opportunities, improve win rates and sales velocity, and grow strategic accounts—all with measurable impact.

To explore further or get in touch:

• Visit our Services page (scroll down to the contact form), or
• Download this ungated PDF that explains the Revenue Intervention Sprints

Ready to identify your biggest revenue constraint? Schedule a diagnostic conversation and let’s build a plan to accelerate growth.

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About Mike

Mike Kunkle is an internationally recognized expert on sales training, sales effectiveness, and sales enablement. He’s spent over 30 years helping companies drive dramatic revenue growth through best-in-class enablement strategies and proven-effective sales systems—and he’s delivered impressive results for both employers and clients. Mike is the founder of Transforming Sales Results, LLC, where he designs sales training, delivers workshops, and helps clients improve sales results through a variety of sales effectiveness practices, sales systems, and advisory services. His book, The Building Blocks of Sales Enablement, is available on Amazon, and The CoNavigator Method for B2B Sales Mastery will be published in 2026.