Building B2B sales systems
I'm Vlad Buyanov. I build B2B sales systems for founders and owners whose sales still depend on them. Sales is a system, not an art: a system can be built and handed to a team.
Who I am
Founder of a B2B sales consulting practice. I've been in sales for 20+ years, since 2006. For 15 of them I built a career in corporate sales: IBM, Microsoft, SAP, Xerox. My last corporate role was Commercial Director, leading a sales and marketing team of 30+ people with $20M+ in annual revenue.
Since 2021 I've been building sales teams around the world: 100+ companies in B2B SaaS, fintech, EdTech, AI, IT services, manufacturing, building materials and logistics. I work with VC funds and accelerators as a sales expert and help companies enter new markets. Education: Master's in Applied Physics and Mathematics, MIPT (2008); IBM Global Sales School (2016); mini-MBA (2021).
Who it's for
Companies come to me in 4 situations:
- the founder closed the first deals personally and is still involved in every sale: $30k–150k MRR, 0–3 salespeople;
- a mature company with a sales team whose revenue stopped growing;
- a company entering a new market: the US, the EU, the Middle East, Latin America;
- a VC fund or accelerator that wants its portfolio companies to grow revenue faster.
4 formats
In my experience, the sharpest problems in B2B sales get solved fast. That's why I built 4 formats that fit most companies.
5D Sales Pack (rapid sales setup), 7–10 working days
In 2 working sessions I collect everything the client knows about the product, the business model, the team and the market: from materials and reports, and in interviews. After analyzing the data, I break the client's business down, all the way to the technical details of the product, and package it for revenue growth: who we sell to (ideal customers), how we reach them (the Elevator Pitches matrix), how we get the information we need (Discovery Questions), how we persuade the customer in the language of value and keep it simple (the DNA of the business, simple associations), and how we handle objections. This packaging makes the B2B sales process simple and clear for the owner and for the team, and you can work by the new rules the day after this short project ends.
B2B Sales Audit, 3–6 weeks
A diagnostic of sales that already run. I hold 1:1 interviews with everyone who talks to customers, usually up to 15 people, and go through call recordings, CRM data and financial reports. The length is the number of interviews plus a week for the numbers and a week for the synthesis. You get a clear picture of your sales and a list of hypotheses about which actions will grow revenue, each with its level of confidence. As a former head of sales, I also give my assessment of the team's potential and of each member. And you get an action plan for the next 30, 90 and 180 days, the fastest route to revenue growth; you can run it with me or on your own.
B2B Sales System Build, 3–9 months
The main format of my practice. 4 phases: strategy, structure, management and enablement. What's inside: segments and the offer, pipeline and qualification, metrics and forecast, sales materials, assessment and hiring, fast onboarding. We work with your team on real deals in weekly sessions. Building and correcting the documents and tools takes 1 week to 2 months; after that the team learns to work with them, builds the habits and keeps going under my supervision. I go deep: I run pipeline meetings and join your customer meetings when needed. At the end of the project the working process is handed to an internal owner on your side.
Sales Advisory Board (ongoing 1:1), open-ended
Weekly 1:1 sessions with me for the business owner or the head of sales: current deals, the pipeline, pricing, hiring and anything else about sales. You make the decisions; in the sessions we prepare and analyze them together. I go as deep as it takes, up to helping you prepare an investment round.
Where to start
The right format depends on the problem:
| Situation | Format | Duration |
|---|---|---|
| Launching a business or a new line, and you need fast results | 5D Sales Pack | 7–10 working days |
| Sales stopped growing and nobody can say why | B2B Sales Audit | 3–6 weeks |
| Business goals or the market call for rebuilding sales | B2B Sales System Build | 3–9 months |
| You need regular decisions on deals, pipeline, pricing and the team | Sales Advisory Board | open-ended |
The fee is fixed after an introductory conversation.
Who does the work
I do all the consulting work myself: interviews, diagnosis, building on live deals and the handover to your team. I work with you and your team and hand over a finished sales system.
After the project you keep a working process: an internal owner who runs it, all the materials, templates and if-then playbooks created for your company, and a trained team. All of it stays inside your business and keeps working after the project ends.
My projects and client results
Not all my cases are public, but I aim to disclose what I can about my clients and projects. You can always read the available success stories of my clients. In some cases I arrange reference meetings with my clients to go into the details of a project and exchange experience.
Markets and languages
Markets where I've worked with clients and built sales: the US, the UK, Western and Eastern Europe, Latin America, the Middle East and North Africa. Working languages: English, Spanish, Russian. I live in Buenos Aires, Argentina, and work with clients across time zones.
Request an introductory conversation
The introductory conversation runs on Zoom. The usual agenda:
- introductions and your request;
- a quick review of your situation;
- an overview of the options for growing revenue;
- anti-actions: what you should NOT do in your situation;
- the format that fits, or my saying that you don't need an outside expert right now.
The full description of the practice, the methods, the cases and other useful material is in the links below.