We've tried pipeline training before and it didn't stick. Why is this different?
Because every other programme trains the reps and leaves. Robert trains the managers — the people who set the standard every single day after the trainer is gone. The methodology becomes embedded in how your managers run reviews, not just in a workbook that gets filed away. That is why the IDC engagement ran for 15 years.
My managers are resistant to coaching. Is that a problem?
It is the most common situation Robert walks into. Resistance is almost always a symptom of the same thing: managers who were promoted from top rep positions and were never taught how to coach. The system makes coaching non-threatening because it is built around asking accurate questions about deal status — not evaluating the manager's performance. Resistance typically disappears within the first workshop.
How do I justify the $2,500 SFI investment internally?
Frame it as a diagnostic, not a training spend. If your quarterly pipeline is $3M and 65% of it cannot be verified as real, you are making resource and forecast decisions based on $1,050,000 of fiction. The SFI costs $2,500 and tells you exactly where the fiction is before your next board call. It is credited in full toward any programme.
We already have a methodology — Miller Heiman, SPIN, MEDDIC. Do we need to replace it?
No. Robert's system makes your existing methodology finally stick. The problem was never the methodology. It was that no one equipped the manager to reinforce it after Monday morning. This programme fixes that layer without replacing what you have already invested in.
Does Robert work in both APAC and North America?
Yes. Robert has delivered programmes across Singapore, Hong Kong, Australia, India, China, Japan, the UK, and across North America from Silicon Valley to Boston. He understands the cultural differences in how pipeline fiction manifests in each context — and how managers in each region need to be approached differently.
Is the first conversation really free?
Yes. Completely. No pitch, no proposal, no obligation. Robert listens to your specific situation and you both decide whether there is a genuine fit. If there isn't, you still leave with a clearer picture of where your pipeline problem lives.
