“Ben brought real consistency to our global sales teams. We now have a structured way to run site visits, deliver quotes, and follow up - and managers can finally coach effectively using call recordings. Our China team is far more confident with Western buyers. The shift in clarity, confidence, and execution has been significant.”
Otso Lahtinen
CEO of Geobear
Driving Consistency and Commercial Impact at Geobear
Geobear operates across the UK, Europe, the US, and China, providing specialist ground engineering solutions. Despite strong revenue and inbound demand, inconsistent sales execution was creating avoidable revenue leakage. Over nine months, we rebuilt the foundations of their sales motion across all regions.
The Challenge
several issues limited conversion:
Site visits missed opportunities to educate and position value
Quotes sent by email without value conversations
Inconsistent follow-up causing silent drop-offs
Managers had no visibility into actual conversations
China team struggled with Western buyer expectations
Sporadic, personality-driven outbound activity
The Approach:
we delivered:
Standardized sales framework - AMs learned to educate, question deeply, and uncover real needs before responding
Structured quote delivery - replaced "send the PDF" with live value conversations presenting options and trade-offs
Call recording and coaching cadence - managers now review calls, diagnose patterns, and reinforce behaviors with real evidence
China team coaching - Western communication standards: clarity, commercial confidence, direct questioning
Outbound discipline - clearer targeting, sequencing, and messaging for B2B engagement
Results
commercial impact across regions:
Higher-quality discovery conversations
Faster, more consistent quote delivery
Stronger follow-up discipline, fewer silent losses
Clear improvement in China's Western buyer engagement
Increased predictable B2B outbound activity
Managers coaching with visibility, not guesswork
More confident, unified sales organization across four regions
Learnings for CEOs and CROs
Consistency beats complexity - shared process outperforms individual styles
Visibility enables coaching - call recordings let managers raise standards fast
Quote delivery wins deals - present options live, never email PDFs blind
Follow-up protects revenue - structured sequences recover disappearing opportunities
About the company:
Geobear
Geobear delivers fast, low-disruption ground improvement for structures and infrastructure using geopolymer injection. It stabilises and lifts slabs, fills voids, and strengthens weak ground without major excavation.
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