Sales Excellence
The 6I Sales Acceleration Method
Replace Revenue Guesswork with Commercial Certainty
Empower your sales team with the 6I Sales Acceleration Method: a comprehensive operating model designed to elevate discovery, enforce qualification discipline and maximise Customer Lifetime Value.
53%: of B2B loyalty is driven by the sales experience itself, outweighing product and price combined.
79%: of executive buyers demand that their account executives act as trusted, strategic advisors.
5x: increase in win rates for opportunities managed through a formally structured qualification methodology.
30%: boost in quota attainment for sales professionals engaged in continuous, structured coaching programs.
Why The 6I Method Exists
Closing Deals Should Not Be an Accident
When growth plateaus, the default reaction is often to increase lead volume, lower prices or run another isolated training workshop. Yet, these reactive measures rarely produce lasting change.
The true barrier to predictable growth is inconsistent execution. Sales professionals often rely on individual habits rather than a shared, rigorous methodology. Client conversations remain superficial, failing to uncover the true cost of inaction. Consequently, pipelines swell with "hopeful" deals that lack genuine economic drivers and sales cycles drag on endlessly. When it finally comes time to negotiate, teams without a firm grasp of value inevitably resort to discounting.
The 6I Sales Acceleration Method addresses this dysfunction directly. It is a complete commercial operating system that standardises how opportunities are initiated, investigated and secured. By embedding the MEDDPICC qualification framework and establishing strict exit criteria for every phase, the method ensures that only viable, profitable deals progress - giving leadership absolute confidence in their forecasts.
The Six Stage of the Method
The 6I Sales Acceleration Method is structured around six distinct phases, each designed to systematically de-risk opportunities and build undeniable commercial value.
Initiate: Engage the market with precision. We define the Ideal Customer Profile and execute insight-led outreach strategies that secure highly qualified initial meetings.
Investigate: Master the art of diagnosis. Utilising the S-I-A Discovery Model (Situational, Impact, Aspiration) alongside MEDDPICC, teams learn to uncover deep-seated pain and quantify the true cost of inaction.
Ideate: Shift from pitching to partnering. Collaborate directly with the Economic Buyer to co-create a tailored solution, ensuring absolute alignment on scope and expected outcomes.
Intention: Present with absolute certainty. Deliver formal proposals that simply confirm what has already been agreed - reflecting the client's pain, quantifying value, and securing verbal commitment.
Investment: Negotiate on value, never just price. Execute disciplined commercial discussions where concessions are traded strategically, protecting margins through to the final signature.
Improvement: Recognise that the contract is just the beginning. Foster enduring partnerships by ensuring delivery excellence, proactively identifying cross-sell opportunities, and generating powerful referrals.
"The difference between average and elite sales performance is not personality; it is unyielding discipline."
Two Service Offerings
Your Journey to Commercial Excellence
Transforming a sales organisation requires both objective insight and sustained execution. Our engagement model is structured in two logical steps: first, we illuminate your current reality, and second, we partner with you to build and embed world-class capabilities.
OFFERING 1: 6I SALES HEALTHCHECK
Objective insight for immediate impact
An intensive, evidence-driven evaluation that provides executive leadership with a transparent assessment of their sales engine's current maturity, highlighting exactly where revenue is leaking and what must be fixed first.
WHAT IT COVERS (The 5 Diagnostic Lenses)
Process Maturity (Are the six stages consistently applied?)
Qualification Discipline (Is MEDDPICC actively driving pipeline decisions?)
Discovery Quality (Are teams effectively quantifying the cost of inaction?)
Commercial Capability (Is value being protected during negotiations?)
Leadership Cadence (Are managers coaching effectively or just inspecting deals?)
WHAT YOU RECEIVE
Diagnostic Report: A comprehensive evaluation detailing specific strengths, vulnerabilities, and maturity scores.
Strategic Roadmap: A sequenced action plan separating immediate quick wins from longer-term structural changes.
Executive Read-Out: A dedicated briefing for the leadership team to align on the findings and the required interventions.
ENGAGEMENT DETAILS
Duration: Typically 3-4 weeks
Best used when: "We need an unfiltered view of our sales bottlenecks before we commit to a broader transformation."
What Your Organisation Gains
Metrics That Matter
A robust methodology demands rigorous measurement. The 6I Sales Acceleration Method provides unparalleled visibility into your sales performance across three vital dimensions:
Efficiency Metrics: Accelerated Deal Velocity and vastly improved Stage-to-Stage Conversion Rates.
Effectiveness Metrics: Significant increases in Average Deal Size and overall Win Rates.
Customer Value Metrics: Enhanced Customer Lifetime Value (CLV) and a steadily climbing Referral Rate.
"When Deal Velocity stalls, qualification is failing. When Win Rates drop, proposals are missing the mark. Our KPIs eliminate the guesswork and tell you exactly where to focus."
OFFERING 2: 6I SALES PARTNER PROGRAM
Embedding the discipline of winning
Knowledge alone does not change outcomes; behaviour does. The Partner Program is an immersive, 6-to-12-month collaboration where we work directly alongside your sales leadership to customise the methodology, upskill the team and establish the coaching rhythms that make excellence permanent.
THE THREE PILLARS
Pillar 1 - Design: Tailor the 6I Playbook, define your specific MEDDPICC parameters and establish hard exit criteria for your unique sales cycle.
Pillar 2 - Train & Enable: Roll out an intensive 8-module curriculum, equipping your team with advanced frameworks, objection-handling tools and negotiation strategies.
Pillar 3 - Coach: Solidify the new behaviours through continuous Team Deal Coaching, 1-on-1 Sales Manager Coaching and rigorous Group Deal Reviews.
THE 8 TRAINING MODULES
Module 1 — Strategic Foundation: Understanding the 6I Method, mastering the KPIs and embracing the mindset of commercial discipline.
Module 2 — Initiate: Defining the ICP, mastering multi-channel prospecting and executing insight-led outreach.
Module 3 — Investigate: Deploying the S-I-A Discovery Model and applying MEDDPICC to qualify ruthlessly.
Module 4 — Ideate: Navigating stakeholder dynamics, co-creating solutions and securing Economic Buyer alignment.
Module 5 — Intention: Crafting compelling proposals, presenting to the C-suite and preempting late-stage stalls.
Module 6 — Investment: Defending margins, trading concessions and managing complex procurement processes.
Module 7 — Improvement: Transitioning to delivery, driving account expansion and systematically harvesting referrals.
Module 8 — Executive Presence: Building authority, crafting resonant value propositions and commanding the boardroom.
ENGAGEMENT DETAILS
Engagement model: Typically 2 days per week over 6-12 months
Best used when: "We are ready to fundamentally upgrade our sales capability and need expert guidance to ensure it sticks."
The MRA Difference
MRA Consulting offers a distinct advantage: the insights of a practitioner who has spent over three decades building, leading and scaling elite professional services organisations across the Asia Pacific region.
Founder Stephen Wise has held senior executive positions at industry giants including Adobe, ServiceNow, NTT, Infosys Consulting and IBM Global Business Services / PwC Consulting. He has successfully navigated the complexities of enterprise sales and understands exactly what is required to forge high-performing, resilient commercial teams.
The approach is grounded in four core principles:
Pragmatism First: We deliver actionable strategies that work in the trenches, avoiding abstract theories.
Data-Driven Insights: Our recommendations are forged from live pipeline analysis and rigorous win/loss reviews.
Sustainable Capability: We focus on transferring knowledge and building internal coaching muscle, so you do not rely on us forever.
Executive-Led Delivery: Stephen Wise leads every engagement personally, ensuring you receive top-tier advisory support at all times.
Who Is This For?
B2B and Professional Services Firms: seeking to elevate win rates and fiercely protect project margins.
Enterprise Technology and SaaS Providers: navigating protracted sales cycles and complex stakeholder webs.
High-Growth Organisations: requiring a scalable, repeatable sales architecture to support rapid expansion.
Sales Leadership: looking for the objective data and structural frameworks needed to unblock their pipelines.
You Are Ready For The 6I Sales Acceleration Method If
Your win rates are stagnant despite offering a superior product or service.
Profitability is consistently undermined by late-stage price concessions.
Revenue forecasting relies more on seller optimism than objective qualification.
Your team lacks a unified methodology for advancing and securing complex deals.
