Enterprise sales and GTM for tech companies selling into EMEA. Deal strategy, sales enablement and market entry.
Enterprise deals are decided by people. Buying groups, procurement, internal politics, timing. Software reports what happened. It doesn't sit in the room.
I've spent a decade in B2B sales across EMEA: long cycles, technical buying groups, procurement, and six-figure deals. I work with founders and sales leaders on the decisions where being wrong is expensive: which markets, which accounts, which deals are real, and what it will take to win them.
The work combines two sides that rarely sit together. Field experience carrying enterprise quota across EMEA. And applied analytics and machine learning on revenue data: pipeline scoring and forecast diagnostics, delivered as code the client keeps.
The judgment is the product.
The analytics is the instrument.
For enterprise deals and forecasts that need an outside read.
Is this deal real? Who actually decides? What evidence is still missing? What can procurement reopen, and what needs to happen next?
Applied to one strategic deal or to the whole pipeline. The review combines commercial judgment with MEDDPICC, stakeholder analysis, negotiation planning and forecast diagnostics. The objective is not to complete a framework. It is to expose risk and decide where sales attention should go.
Where relevant, follow-on work is structured as a defined advisory cycle for strategic deals and forecast reviews.
Start with one deal →For teams selling enterprise deals without an enterprise selling system.
How the team qualifies, advances and negotiates complex deals consistently. This engagement turns strategy into selling behaviour: discovery and qualification, MEDDPICC applied to live deals, Challenger-based commercial narratives, negotiation preparation and sales stages tied to buyer evidence.
Built around live deals and the materials the team actually uses, not generic training decks.
Start with one motion →For tech companies entering or expanding across EMEA.
EMEA is not one market. Buyers in DACH, the Nordics, Iberia, France, and the Gulf decide differently, and a single playbook breaks quietly.
This engagement decides where to play first, which accounts to target and how to sell to them: route to market, inbound/outbound mix, and a market-specific sales motion. Existing qualification and commercial narratives are adapted to the selected markets.
Start with one market →Recommendations are tested against real enterprise cycles, not best-practice slides.
Analysis is documented so the client can inspect, challenge and reuse it.
MEDDPICC, The Challenger Sale and negotiation frameworks where they create clarity. Never as bureaucracy.
Every engagement has a defined scope and an end date.
Pipeline scoring, forecast diagnostics and commercial modelling are used inside the engagements when they improve the decision. They are not sold as a separate analytics product.
The work is delivered as code and documents the client keeps. The data tests the judgment. It does not replace it.
Salesforce · HubSpot · Attio · Pipedrive
Clay · Apollo · ZoomInfo · LinkedIn Sales Navigator
Python · scikit-learn · Claude · SQL · Power BI
MEDDPICC · The Challenger Sale
Full credentials on LinkedIn.
Short documentaries on enterprise sales. Backed by research and code.
Coming soonToo Much Talk
Silence in negotiation.
Curhan et al. · Journal of Applied Psychology
One Word
How a single verb rewrites memory.
Loftus & Palmer, 1974
Wrong Playbook
Why US sales scripts break in Europe.
Meyer · Hofstede
One email per episode. No other content.
A decade in B2B sales across DACH, the Nordics, Iberia, France, and the Gulf. Network infrastructure at Cisco. Enterprise EMEA sales at Envirosuite. Sectors where deals take months and a missed conversation costs a quarter.
The analytics came later: Python, pipeline scoring, forecast diagnostics. Built to answer sales questions, not to decorate decks.
ESADE Executive Master in Digital Business. Full credentials on LinkedIn.
Envirosuite
Enterprise EMEA Sales Executive
Researched, scored and tiered close to 2,000 industrial accounts across EMEA to build a prioritized prospecting base.
CristalVille
Sales Manager
Cisco
Account Manager
Grew the territory by 10% year on year.
Diageo
Field Sales Executive
IKEA
Sales Trainee
We look at your situation and decide whether Selepoch is the right fit. No pitch, no proposal unless relevant.
Book a sessionResponse within one business day.