How Dan works
The Engine
The Engine is the enablement stage of Dan Ilett's work. It takes the sales story from The Message and builds the assets, the go-to-market plan and the training the commercial team needs to use it every day, then follows up to make sure it has stuck.
What happens
- Dan turns the framework into the tools your teams actually use: the pitch, the first-call guide, the account plan, the proposal structure.
- He sets out the go-to-market plan and the "what needs to be true" list: the sales, marketing and operational changes the story depends on.
- He trains the sales and account teams in workshops, working on live opportunities rather than role-plays.
- He comes back at an agreed point to hear the story being told and fix what has drifted.
What you get
- Sales tools built on the story, not on the product list.
- A go-to-market plan with the numbers.
- Sales and account teams with a common language they use naturally.
- Pitch and boardroom coaching for the people who carry the story to the biggest customers.
Do you train the whole sales team?
Yes, in workshops built around your live deals. Dan has coached sales teams at IBM, Microsoft and Cognizant, and the teams he has equipped have closed more than $1bn.
What if we only need part of this?
Buy the part. The Engine is scoped to what the story needs, from a single pitch rebuild to a full go-to-market reset.
How long does The Engine take?
From four weeks for tools and one round of training to a quarter when it includes the go-to-market plan and follow-up.