A repeatable and scalable new business model that delivers consistent revenue  and drives business growth. 

At Scaled, this is, without a doubt, the number one desire for any founders, owners and leaders across our agency, B2B services and SaaS client base. And rightly so, an effective sales engine creates sustainable, proven growth, fuels profitability and is a significant contributor to creating Enterprise Value.

However, a key reason that many scaling businesses stall and stagnate as they navigate the path from £1M to £3M to 35M+ is that they fail to invest in, embed and leverage a sales model that drives that consistent revenue growth.

Short-term solutions are often sought:

  • Hiring a Sales Director tasked with a target, but not provided with the right tools to deliver success 
  • Investment in tactical, partial solutions, such as generic sales training focused more on individual sales skills rather than lasting change

Too often, these tactical approaches do not achieve the ultimate goal of an embedded sales model that drives consistent new business success.

Building a Sales Model That Works

Creating a high-performance sales engine and transitioning to a consultative, value-based sales capability in-house is not easy. 

The SCANS framework was built specifically to address this and help agencies, B2B services and SaaS businesses to realise sustainable sales growth through an end-to-end sales model. 

The SCANS Framework: 

SCANS aligns proven methodologies from consultative, value-based sales with best practices forged from dozens of implementations in agencies, B2B services and SaaS to enhance sales capability and performance.

By adopting, embedding and optimising the SCANS model, businesses can redefine how they sell their solutions to support their growth:

  • Solutions over services: replacing commoditised selling with strategic, value-focused solution-based selling
  • Outcomes over deliverables: selling not what you do, but the commercial and strategic outcomes that they drive
  • Senior buyers: positioning solutions with senior decision makers – those who hold budget and have the authority to make decisions
  • Pains and needs: developing a true understanding of the objectives of your prospects and the barriers that you can help them overcome to unlock value

From initial prospect qualification to close, SCANS provides a best-practice approach to value-based selling that aligns proven methodology, best-practice processes and enhanced sales skills to transform sales performance:

  • Improve qualification to spend more time on the right opportunities
  • Manage your live deals with a structured approach with clear consciousness of what you know, what you don’t know and what you need to do next to progress your prospect deals
  • Increase the effectiveness of your prospect questioning to have more impactful sales meetings and gain clarity on the visceral pain of your prospects and the value of your solutions
  • Create and sustain senior stakeholder relationships – ambassadors who can support you and your solutions because they understand the benefits of you and your solution
  • Optimise individual and team sales skills through embedding best-practice approaches
  • Enhance win rates – increase sales success by knowing your clients, their pain and how your solution creates value

A sales model that works – by driving repeatable and scalable new business does not come from adjusting how you’ve set-up, structured and executed sales in the past. 

It won’t come from hiring a sales head, adjusting the proposition and collateral or  training the team on sales negotiation. 

It will only come from adopting, embedding, tailoring and optimising a proven sales model that drives meaningful change into not just what you sell, but how you sell it.

The Bottom Line

New business success is the lifeblood of any scaling business. Very few have professionalised sales engines that operate in line with best practice methods to help drive consistent growth. 

Embedding a value-based sales model such as SCANS represents a huge step towards business maturity – one that fuels not just revenue growth but also Enterprise Value (EV).

Sales performance is not about winning the next pitch or improving pipeline health in the short term. 

It is about building, embedding and optimising a sales engine that delivers new business success year after year.

Want Help Embedding This in Your Business?

If you want to move from inconsistent new business to a repeatable, value-based sales engine, our Sales Training & Coaching service can help.

We work hands-on with agency, B2B services and SaaS teams to embed the SCANS framework we use, improving qualification, deal control and win rates – not through generic training, but through real behavioural change.

👉 See how our Sales Training & Coaching works here