We have now a clear structure to follow in deal processes and I can better judge and forecast if a deal will close or not. And if I am missing some important details (business problem, negative impact, etc), I know I need to get them or otherwise the deal is in risk.

Michael Fabian didn't just consult - he built and embedded a deal process that actually stuck. He coached our Account Executives on every stage, with particular depth on Discovery.   What stands out most: his ability to lead high-quality human conversation in a world increasingly dominated by AI agents. In a space where everyone defaults to automation, he reminded our team that deals are won through trust, the right questions, and genuine listening.   He extended the same rigour to our CSM org - coaching them to identify upsell signals early and handle at-risk accounts proactively.   On pipeline management, he set a new standard: structured reviews, honest qualification, always-defined next steps. That discipline has compounded across our entire revenue team.

It provides structure to the sales process as well as the client centric methodology.