Matthew Vaillancourt
I help sellers become the advisor buyers actually want to talk to.
I work with both sides of a sale, helping sellers become the advisor buyers actually want, and helping buyers sharpen how they evaluate and decide.
With 25+ years in sales and channel leadership, my approach starts from one observation: most sales training teaches tactics while ignoring the history and psychology behind why buyers actually decide anything. I help sellers move past scripts and closing tricks toward something buyers trust, whether you're new to sales or decades in and ready to rethink a few assumptions.
For buyers, it helps clarify what you actually need before a seller defines it for you.
We are all sellers, and we are all buyers. Some are better at one side than the other, but everyone is part of this ongoing exchange of persuasion, value, and desire. The real difference is understanding how and why it works, and choosing what to do with that once you know it. Done well, that understanding builds trust, opens doors, and creates value that outlasts any single deal.
Services
Most sales training teaches you what to say, but not why buyers stop trusting the people who say it. In these calls, we look at where you're still pitching when you should be advising, and build a shift that changes how buyers respond to you specifically. - How can I refine my go-to-market? No one engages me. - How do I build trust fast with a buyer who's been burned before? - How do I stop sounding like every other seller reaching out this week?
Somewhere between the demos and the discount calls, you've lost track of whether you're being served or handled. We will separate the actual requirement from the sales jargon, and build a way to test any option against what you really need. - Is this vendor solving my problem, or solving the problem they sell a solution for? - What am I actually optimizing for here, cost, speed, risk, or control? - Am I comparing options, or comparing pitches?
You know what your sales process is supposed to look like on paper. It's difficult to see whether it's happening in every call, quote, or deal in the pipeline. In this session, we look at how your team sells or buys in practice, and where gaps are costing you money. - Is our sales process actually transparent? - Are we losing deals because of price, or because of the conversation? - Do our buying decisions follow a real process or just emotion? - Is the problem training, process, or people?
