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The Revenue Engine: Proven Over 20+ Years in B2B Tech Sales
What Is The PROBLEM Sales Framework?
Fix Your Pipeline With The Revenue Engine
The Revenue Engine Framework to qualify with depth, not guesswork. And stop wasting time on bad-fit deals
The Real Problem Behind Deal Slippage and ‘Maybe’ Pipelines
You’ve got pipeline, but no predictability.
Your team can’t explain why deals stall.
And qualification sounds more like hope than a process.
How we turn messy pipelines into confident forecasts.
What PROBLEM Includes
Qualifying question sets for each stage
Call scorecards & manager prompts
Customisable qualification checklist
Forecasting health indicators
Deal review templates
Download Module 1 - Identify the PROBLEM
The 7 Elements of PROBLEM
P
Problem. What is the root and quantified cause?
No REAL problem = no deal.
Proponent
R
Research & Validate. Validate and quantify their problem.
Is the problem validated and measurable?
Resources
O
Organisation. Who else is involved in the decision?
Miss a stakeholder, lose the deal.
Organisation
B
Battlefield. What are the internal blockers and external competitors?
If you don’t understand the battlefield, you can’t win the fight.
Battlefield
L
Level. Is your champion senior enough to drive change? Are you at the right level?
No authority = no urgency.
Level
Event
E
Event. Why now? What’s forcing the conversation?
No compelling event or driver. No urgency, no sale.
M
Mechanism. What’s their actual buying process?
If you don’t know how they buy, you won’t be bought.
Mechanism
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