Optimize your sales process through a consultative approach and a true commercial transformation

The current challenge for our clients lies in overcoming the temptation of transactional and reactive sales to adopt a consultative and proactive approach

Transactional Sale or Consultative Sale?

The problem lies in that transactional sales focus solely on quickly closing the sale, without considering the specific needs of the customer or providing a personalized approach.

Consultative sales seek to deeply understand the customer's needs, providing personalized solutions and establishing long-term relationships based on trust and added value.

61% of B2B Marketing professionals consider generating high-quality leads as their biggest challenge.

Source: B2B Technology Marketing Community

36% of B2B sales professionals cite closing sales as one of the most difficult challenges.

Source: HubSpot

52% of B2B buyers expect personalized offers tailored to their needs, which can be a challenge for companies.

Source: Sales Hacker

63% of B2B companies consider customer retention as one of their biggest challenges.

Source: Forester Research

About us

mb&l is a leading company in solution sales knowledge, founded in October 2001. With a successful track record, it has more than 13,000 trained professionals from 32 countries in America and Europe.

We work with 143 clients and over 1,000 of their business partners, offering customized and high-value solutions in the field of solution sales.

Top Sales Training Company
in Latin América 2024

The prestigious magazine Manage HR has recognized us as the number 1 company in its ranking of the TOP 10 Sales Training companies in Latin America in 2024.

Sales Excellence: Consulting, Training, and Coaching Services to maximize your Sales

The services offered by mb&l Consultores are fundamental to boost performance and sales excellence in companies, providing specialized consulting, training, and coaching.

This allows for a better understanding of the market, strengthens the skills of sales teams, and offers a quality service that stands out in a highly competitive environment.

Our Methodology for Commercial Transformation is based on 4 fundamental Pillars that every Consultative Sales Representative must master

Knowledge of the Client's Industry and Business

Understanding the client's sector and business is vital, including how they make profits and their strategic challenges. It is essential to know the obstacles and deadlines for their goals.

The consultative sales executive must decide whether to talk about their offerings or listen to the client's problems.

Knowledge of the Solutions that your Company offers to face the challenges

Understanding the solution offerings of one's own company is crucial.
This involves knowing the products and services of the company and understanding how to create solutions with them that address the business challenges and problems of the client.

This is fundamental in consultative selling, distinguishing between a successful consultative sales executive and a transactional sales executive.

Mastery of Opportunity Management

In consultative selling, it's essential to master the management of opportunities, skillfully handling them from Discovery to Closure: from LEAD to DEAL, and from Implementation to Renewal.

Mastery of managing all opportunities in parallel to achieve your goals

Mastering opportunities in the sales funnel requires a proactive attitude, prioritizing daily activities and creating dynamic action lists to advance each opportunity.
The most successful sales executives practice this daily.

We implement our unique methodology through an effective combination of Consulting, Training, and Onging follow-up to ensure the adoption of our commercial process

We are committed to helping our clients identify and diagnose challenges faced by their sales teams.
Through training, we instill a disciplined commercial approach and strategic planning processes.

Additionally, we guide our clients in the execution and oversight of their commercial plan and in generating demand through effective territory and account planning. Our aim is to empower your sales force to achieve its maximum performance.

Explore how our clients have tackled their business challenges through our services, immersing yourself in their experiences

"With nearly 30 years of experience in B2B sales in the technology industry, I thought that I had accumulated a lot of knowledge and that a sales course or consulting would add little value for me or a team of dozens of salespeople. I was mistaken and I am very happy about it!

mb&l adds a LOT of value in the way (method and dynamics) and in the simplification of sales principles that we already know or think we know; after all, as important (or more) as content is form." Our experience was of high return as through a simple and practical format, we had the application of real cases, we revisited concepts that brought us to the real principles of B2B sales, which is high-value sales. Finally, the application of this experience in everyday life, indeed, has brought us short, medium and long term results."

"mb&l is not a motivational speech about how to sell", it's actually a methodology that, when correctly applied, leads the Sales Rep to ensure an effective process focused on achieving the closure of their deals through clear and concrete actions. This is why mb&l, being a process, impacts the Sales Rep's management system and generates medium and long-term results in the sales force if implemented correctly.

Our experience with these two versions of mb&l has been very fruitful and I would recommend it as a methodology for sales teams."

"We have been working with mb&l for over 15 years. A distinctive feature of their services is that they truly train from a position of having lived and experienced the world of consultative sales, and not just from theory. In addition, in our particular case, the experience of their consultants in the IT industry is very valuable to us."

"mb&l has been our business partner since the inception of our company over 15 years ago, and since then we have adopted their sales methodology, which has allowed us to develop a cadence in the sales flow that has led our company to be a market reference.

With the support of mb&l and Sergio Lampe, we have been able to predict and govern opportunities in such a way that they have guaranteed us real executive flow perspectives, improve our closing rate, and achieve an annual sales outlook for the company with a high degree of certainty.

Today, mb&l's services have become CORE to our commercial strategy and opportunity tracking in both sales and after-sales, in both government and private sector processes. The assertiveness in governing the sales process that mb&l's methodology provides us has allowed us to govern the day-to-day, helping us to gain a perspective on the real priorities of attention that translate into income capitalization for the company.
I thank mb&l and especially Sergio Lampe for their mentorship, coaching, and above all, for making our company transcend through their services."

"The truth is, I've always been very satisfied and grateful to mb&l. First, because it was my training ground in the world of complex or consultative sales, but also because it allowed me to develop my teams at a more advanced stage of my career.

As a salesperson, having participated in so many sales clinics (as an employee of mb&l and later as a Salesperson for technology companies) greatly influenced my sales profile, making me see things that often most executives overlook, but if one pays attention, it becomes vital information in the sales cycles.

As a leader of sales teams, mb&l has helped me from the basics of selling to the evolution of sellers and the different models of direct and indirect selling.
I'm thankful to Sergio and Daniel for all the training they have given me, which has undoubtedly been a pillar of my professional career."