A 6-Month Sales Performance programme for engineers, experts & technical sales professionals
Turn your technical reps into target-busting sales MACHINES with massive pipelines OF QUALITY DEALS!
(Without relying on natural sales talent, motivational pep talks or old-school pressure selling)
Dear Sales Leader, my methods won’t help if you think a motivational speech or watching The Wolf of Wall Street will transform your salespeople…
But if you’re ambitious and open-minded, my training could hep your team as much as double their revenue. Take a read to find out how…
Your friend, Tom Mallens (June, 2026)
are your salespeople hiding behind emails?
Perhaps you know this feeling…
Your salespeople are capable and customers like them. They know their products inside out. But you know they’re not fulfilling their full potential:
❌ They struggle to get in front of the right people consistently
❌ They spend too much time emailing and not enough time dialling
❌ They send proposals and quotes then cross their fingers and hope
❌ They discount too quickly (and don’t always win the deal when they do)
❌ They give away expertise before they've qualified the opportunity
❌ They struggle to create urgency
❌ They spend too much time with low-value prospects who never buy
❌ They rely on inbound enquiries instead of proactively building pipeline
❌ They waste hours on ‘research’ with nothing to show for it
❌ Their forecasts are more optimism than evidence
If you're nodding your head right now, you're not alone
These are some of the most common frustrations sales directors, managing directors and business owners tell me about when we first speak.
The good news?
None of these problems require better products or product knowledge to fix.
They simply require better sales skills. And those skills can be learned!
How I went from failure to sucCess in sales
I know all about hiding behind emails, struggling to build pipeline and discounting to get deals over the line because, years ago, that was me…
As a young technical sales rep, I was in charge of the UK territory for a major European chemical manufacturer.
During trips to the company HQ in Switzerland, I got extensive training on every aspect of the industrial adhesives I sold.
But it took me a while to realise the crucial truth…
Me (and Mrs Mallens) at the NEC in my early days as a technical sales rep.
Specialist technical products don't sell themselves!
In fact, despite all the product training, most salespeople are never formally taught the skills you actually need to make money (and margin), like how to:
– Find, qualify and prioritise new leads
– Attract inbound enquiries
– Make prospecting calls and booking appointments
– Run effective discovery meetings
– Close business without discounting
– Upsell and cross-sell to existing accounts
Which means most salespeople are left to wing it and pick things up as they go – including bad habits, like:
– Hiding behind emails and hoping for inbound opportunities
– Having shallow and forgettable conversations
– Not asking the right questions in discovery meetings
– Mistaking casual interest for a serious buying signal
– Rushing to send quotes and proposals too early
– Failing to agree clear next steps
All of which contribute to common sales problems, like:
– Feast-and-famine revenue cycles
– Promising deals that fall apart at the final hurdle
– Bidding wars that drive down prices and rob everyone of margin
Again – if any of these challenges and frustrations resonate with you – it doesn’t have to be that way.
Even veteran salespeople can as much as double their revenue by dealing with the root cause of sales challenges…
…which manifest themselves in three specific areas.
What technical sellers really need to succeed
Mindset - These are typically unhelpful beliefs salespeople have about themselves, their products or their industry. They might nod and say they’re committed to improving but if these deep-seated limiting beliefs remain, then long-term changes in behaviour become challenging and sometimes impossible.
Action – Salespeople
Skills & Knowledge –
For me, things changed when I met a grizzled sales veteran at an exhibition in Frankfurt.
He shared three ideas with me that – over the coming months – completely changed my approach and my results (and that I rely on to this day).
These three ideas flipped what I thought I knew about sales on its head.
– They took away the stress, fear and discomfort of making phone calls – to the point I started to enjoy hunting and built a multi-million euro pipeline.
– They made qualifying and selling so much easier that I looked forward to the annual sales meeting where I had to report my results and forecasts.
– And (most importantly), they made growing existing accounts a breeze – with profitable orders flying in almost as fast as we could service them.
I booked so many meetings using Linkedin that I got invited to their UK headquarters in London.
During a visit to LinkedIn’s head office in London back in the early 2010s
Things improved so much I was eventually able to set up my own sales agency business, helping European manufacturing and engineering companies sell their products into the UK market.
And it not just me, salespeople who
From feeling like a total failure, I was finally able to:
– Uncover new opportunities without being fed leads by marketing
– Get busy decision-makers on the phone and have them invite me in!
– Manage my time so I was in control rather than permanently stressed
– Consistently book meetings with new potential customers
– Conduct effective meetings with even the most senior leaders
– Build trust and rapport more easily (despite not being a ‘people person’)
– Help people take decisions like a trusted advisor, instead of a pushy seller
– Turn my technical knowledge into commercial results
None of this happened because I suddenly developed any natural sales talent. It only happened because I finally had an effective set of sales principles to follow.
Principles based on the timeless realities of how people build trust, why people buy and how people take decisions.
Seven years ago, I started to share those principles with other sales reps.
turning your technical reps into salespeople
Since then, I’ve trained thousands of salespeople in the UK, Europe, USA and Middle East to build more pipeline, close more deals and have fun in the process. I’ve worked at companies such as:
• Kuehne+Nagel
• Suzuki GB
• Saint-Gobain
• Harvey Nichols
As well as at hundreds of SME businesses – helping salespeople generate breakthrough results including:
✔ Doubling revenue from £1.5m to £3.1 million
✔ Winning £68,500 of new business from LinkedIn in four weeks
✔ Rising from also-ran to top three in a company’s national sales rankings
✔ Landing six new accounts worth £60,000-£70,000 in under two months
✔ Building AU$1 million of new pipeline in 10 weeks
✔ Generating £10,000 from LinkedIn activity within 28 days
With the south east sea freight logistics team at Kuehne+Nagel USA in Atlanta.
If you’re hoping your salespeople make a similar transformation. Or simply continue to improve, the Sales Accelerator programme might be for you.
It’s a six-month coaching programme designed for technical salespeople working in engineering, manufacturing and industrial technology businesses.
Unlike traditional sales training based on one-off workshops that get forgotten a week later…
The Sales Accelerator is an ongoing coaching and implementation programme designed to help salespeople build the habits, skills and confidence needed to create breakthrough results.
Over six months, participants receive:
✔ 3 live group coaching sessions every month
✔ A private one-to-one coaching session every month
✔ Access to a private sales community
✔ Proven frameworks, templates and practical tools
✔ Direct personal support and guidance
✔ Training built specifically for technical sales environments
The programme focuses on nine core areas that consistently produce breakthrough improvements in both new and veteran sellers:
1. Lead Generation & prospecting
2. Communication & appointment setting
3. Running effective meetings
4. Discovery & questioning strategies
5. Sales process & qualifying
6. Building pipeline
7. Objections handling & closing
8. Negotiation
9. Account management and growth
Every topic is covered twice during the programme, giving participants the opportunity to learn, implement, review and improve.
Book your team onto the six-month Sales Accelerator performance coaching programme for £750/person.
N.B. If you you want a custom programme of sales training for your people (including face-to-face support), book time to talk through the options here.
N.B.B. These calls are for people that already know they want to help their people do better – but want to figure out if I’m the right person to help!
everything your team needs to succeed…
The Renegade programme isn’t a passive online library. It’s a live and interactive performance acceleration system, including:
– Elon Musk’s ingenious trick for turning technical experts into target-smashing sales machines – despite popular perception, engineers, scientists and technical specialists make fantastic salespeople if they have the right process to follow.
– The fishing analogy that landed a £6K order from a single Linkedin post within days of his first training session – and has helped him get a steady stream of inbound leads on Linkedin ever since.
– How an ageing sales veteran staring down retirement doubled his revenue from £1.5m to £3.1m – by working 5 hours fewer every week (and 10% less hard).
– An “anti-pressure” psychology trick that gets even the busiest decision-makers taking time to reply to you — even in crowded, hyper-competitive industries where most salespeople get ignored.
– The planning routine salesman used to hit and stay at 175% of target in the ruthlessly competitive and cost-driven world of sea freight logistics sales – where many reps don’t last beyond their probation.
– How a 90-second napkin sketch won a client a £103K/year order – and finally solved their on-going account management headaches.
– An ‘up-close-and-personal’ strategy I used to close a 5-figure deal (that was nearly all profit) – even though the decision-maker told me he wouldn’t take a decision that day.
– The football fan tactic a self-confessed ‘boring’ financial expert used to rise from also-ran to top 3 in his company’s national sales rankings – and make the pain and frustration of competitive tenders a thing of the past in the process.
– Three words that effortlessly get you back in control of sales conversations any time you feel under pressure or struggle to answer a prospect’s question.
– An absurd conversation starter that virtually compels even the most reclusive potential customers into productive conversations — instead of instantly lumping you in with every other desperate salesperson trying to call them.
– An ancient Greek questioning strategy inspired by Socrates that means prospects can never put you under pressure and you never have to explain, justify or defend your credibility or pricing again.
– A counter-intuitive objection handling technique that dissolves objections before they ever become a problem – That automatically makes you and your offer more appealing and compelling to prospects.
– The creator of Wonder Woman’s strategy for building nearly instant rapport with prospects so they feel magnetically drawn to you – perceiving you as more charismatic, likeable and persuasive than you actually are.
– A sales approach inspired by Henry Ford that makes your sales results as regular, predictable and as scalable as the Model-T itself.
– A jaw-droppingly simple strategy for getting leads on Linkedin that one client used to win four new accounts worth £68,500. (N.B. It’s so painfully obvious that virtually no-one (except a small group of sales renegades) realises how to do it, let alone applies it consistently.
– A five-word question for the end of meetings that landed me the biggest deal of my career – and helped a client land six new accounts worth £60k-£70k within two months of working together.
– A ‘Ghostbuster’ email that practically forces prospects that have gone cold to come out of hiding and restart discussions with you – It’s so powerful it often helps people hear back from prospects that ghosted them within minutes.
– A six-word question that unlocks the real reason people want to buy – So you’re never forced to send pointless proposals to people who don’t end up doing business with you.
– And much more…
Sales TRAINING Client results
“In just two months with Renegade, I’ve secured six new accounts worth £60k-£70k.”
– Tom Ashton, The Phillips Screw Company
“Over the past two-and-a-half months, the transformation has been huge. I’m now securing 2-4 quality meetings every week, something I simply wasn’t achieving before.”
– Dom Webb, BDM in electronics manufacturing
“Having joined the training around 30 days ago, I’m delighted to say I’ve already achieved a 140% ROI.”
– Natalie Rooney, MD at the Midlands Wedding Show
“Since the training, I’ve set up 4 trading accounts direct from Linkedin and have 4-5 more indirectly. It’s an extra £68,500 of business for us.”
– James Kynaston, BDM at Horizon Platforms
“The deal’s worth around 5k units every second month, so 30k units per annum, value around £103k per annum.”
– Paul Hindle, key account manager at Leggett & Platt
“Got a £6K order from a LinkedIn post today.”
– David Ayling, founder of Straighpoint
“As a result of following your advice, within 4 weeks, I generated £10K from Linkedin activity.”
– Benjamin Dennehy, sales trainer
Book your team onto the six-month Sales Accelerator performance coaching programme for £750/person.
N.B. If you you want a custom programme of sales training for your people (including face-to-face support), book time to talk through the options here.
N.B.B. These calls are for people that already know they want to help their people do better – but want to figure out if I’m the right person to help!
Frequently Asked sales accelerator Questions
Is this suitable for solopreneurs as well as technical sellers?
Yes. Many clients are consultants and micro business owners.
Is this relevant for complex B2B sales?
100%. It’s specifically designed for consultative, multi-stakeholder deals.
Do I need to change my whole sales process?
No. You’ll layer this system into what you already do.
Is this just about outbound?
No. It improves inbound, outbound, account growth, referrals and renewals.
Will I have direct support?
Yes. Live group coaching and training plus Q&A every week.
How much time do I need to commit?
You should be able to invest 90 minutes every week into your sales skills.
What if I miss a live session?
Don’t worry. Replays are available and you can simply join the next call.
Is it just theory?
No. Every module ends with specific actions you can take straight away.
Will this work in my niche?
If your customers are B2B and buy through conversations and trust, yes! You’ll be learning timeless principles of psychology that apply to any industry.
What tools do I need?
There’s nothing specific you need other than a Linkedin account (whether it’s free or paid-for). We’ll recommend optional tools during the training.
Can I get bespoke support?
Yes. I run in-house programmes exclusively for specific companies. Use the link below to book a call if you want a tailor-made sales programme.
sign-up now…
Book your team onto the six-month Sales Accelerator performance coaching programme for £750/person.
N.B. If you you want a custom programme of sales training for your people (including face-to-face support), book time to talk through the options here.
N.B.B. These calls are for people that already know they want to help their people do better – but want to figure out if I’m the right person to help!
Frequently asked questions
Is this suitable for solopreneurs as well as technical sellers?
Yes. Many members are consultants and micro business owners.
Is this relevant for complex B2B sales?
100%. It’s specifically designed for consultative, multi-stakeholder deals.
Do I need to change my whole sales process?
No. You’ll layer this system into what you already do.
Is this just about outbound?
No. It improves inbound, outbound, account growth and renewals.
Will I have direct support?
Yes. Live group coaching and training plus Q&A every week.
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Plan for roughly 90 to 120 minutes per week. A combination of training, support and implementation time.
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Don’t worry, you can catch-up on anything you missed via our online portal!
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No. Every module ends with clear and specific actions you can take to put your know-how into practice.
And everything you learn is based on years of practical experience.
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If your customers are B2B and buy through conversations and trust, yes!
You’ll be learning timeless principles of human psychology and relationship-building that apply to any industry.
Plus, over the years, we’ve proven the concepts in every sector you can think of.
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There’s nothing specific you need other than a Linkedin account (whether it’s free or paid-for).
We’ll recommend optional extras during our training sessions but there’s nothing spec ial you need to get started.
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Yes. You can upgrade your plan to include one-to-one coaching anytime (and downgrade back) at any time.