Technology, IT & Software
Commercial structure for technology businesses.
Sales strategy, pipeline and senior commercial leadership for B2B technology, IT and software businesses that have outgrown founder-led selling.
The commercial problem, not the technical one
Technology businesses rarely stall because the product is wrong. They stall because selling it depends on one or two people, and nothing behind them is designed to create opportunities predictably.
Evans Sales Consultancy works on that layer: who you sell to, how opportunities are created and qualified, what the sales process actually is, and who owns the number. It is the same commercial discipline applied in manufacturing and technical B2B markets, adapted to longer, multi-stakeholder software and IT buying cycles.
We are not a software engineering consultancy and do not present as one.
What we usually find
Founder-led selling has hit its ceiling
The founder or technical lead closes everything worth closing. Pipeline rises and falls with their diary, and the business is harder to scale or sell.
No repeatable commercial model
Deals are won, but nobody can describe why in a way another person could repeat. Onboarding a salesperson into that is expensive and slow.
Marketing volume, weak qualification
Enquiries and demos are counted as progress. Conversion and forecast accuracy tell a different story.
Sales hires made before the structure exists
A business development hire is recruited into an operation with no target list, process or management rhythm, and predictably underperforms.
Commercial assessment: pipeline creation, qualification, conversion and forecast accuracy
Ideal customer definition and a named target account list rather than volume outbound
Moving the business beyond founder-led selling into a repeatable commercial model
Outbound and business development activity, run rather than recommended
Fractional Sales Director leadership: targets, management rhythm and accountability
Sales process, CRM structure and commercial reporting a board can rely on
Channel and partner routes where they genuinely suit the product
UK and international market development where a new market is the right next step
Technology, IT & software sales intelligence
Building a more repeatable commercial operation.
Sales strategy, pipeline, process, conversion and commercial leadership for B2B technology, IT and software businesses.
AI-enabled commercial operations
Prospecting research, CRM workflows, pipeline visibility, commercial reporting and customer journeys can all be made faster and more systematic with practical AI and automation — applied where it genuinely helps, not for its own sake.
Technology & software — common questions
No. This is sales and commercial growth support for technology, IT and software businesses. We do not build product, advise on architecture or run engineering teams.
Usually the right point is after product-market fit is real and repeatable revenue exists, when the constraint has become commercial structure rather than the product itself.
Eventually, often yes. Fractional leadership tends to be the better first move: it builds the strategy, process and pipeline a permanent director will inherit, at lower cost and lower risk. The cost calculator sets out the comparison.
More opportunities. Better conversion. Stronger sales. More revenue.
If your business could sell more than it currently does, the fastest way to find out why is to look at the numbers together.
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