Sales Development Consulting for B2B Mid-Market Companies

Sales development consulting for founder-led and PE-backed B2B companies — we rebuild the revenue engine from pipeline definition through forecast, not a two-day training your reps forget by Friday.

Sales development consulting for privately-held B2B companies between $5M and $150M in revenue. Pipeline definition, sales process, CRM discipline, SDR/BDR motion, quota and comp design, forecasting accuracy, and manager cadence — built by an operator who has run the number, not a trainer selling a curriculum.

Sales Development That Fixes the Revenue Engine, Not the Reps

Most sales development engagements treat the symptom: the reps aren't hitting quota, so send them to training. Two days later they're back at their desks working the same broken pipeline, on the same undefined stages, in the same CRM nobody trusts, forecasting to the same number the CEO already knows is wrong. Training didn't fail — training was the wrong intervention. Mebuis sales development consulting is written for founder-led and PE-backed B2B companies where the real problem is upstream: no pipeline definition, no stage exit criteria, no ICP discipline, no CRM hygiene, no manager cadence, and a forecast the CEO can't defend to a board. Led by George Fassett — U.S. Patent holder, Lean Six Sigma Black Belt, TCU MBA, and a founder-operator who has personally carried the number and built the commercial motion of a company he later exited. **How the engagement works.** Two weeks of diagnostic: pipeline read, CRM audit, win/loss review on the last 12-24 closed deals, ride-alongs with two or three reps, and a working session with the sales leader. A written diagnosis with the three or four things actually broken — usually not what leadership thinks. Then a 90-day rebuild: ICP and disqualification criteria, stage definitions with exit criteria, CRM cleanup and adoption plan, forecast methodology the CEO can defend, weekly manager cadence, and rep-level coaching plans. Optional 90-day extension to hold the cadence until it sticks. **Who this is for.** Founder-led firms where sales still runs through the founder and the pipeline lives in the founder's head. Companies with a CRM that reps enter data into once a week under duress. PE-backed portfolio companies where the growth thesis requires a repeatable commercial motion within 12 months and the sponsor isn't seeing it. Sales teams that hit quota through heroics — one or two reps carrying the number while the rest churn. **What we don't do.** We don't run generic sales training curricula. We don't sell you a proprietary methodology you have to license (MEDDIC, SPIN, Challenger — pick the one that fits your motion, we'll implement it, we won't rebrand it). We don't take commission on deals, ever. We don't recommend a CRM vendor we get paid by. And we don't build a pretty pipeline dashboard that hides the same broken process underneath. When the engagement calls for an operator in the seat rather than a consultant beside it, we shift to a [Fractional CRO / Revenue Leadership](/solutions/fractional-executive) engagement. When the CRM itself is the bottleneck, the [CRM implementation](/solutions/crm-solutions) work runs in parallel. Start with a [private operator alignment call](/lets-talk) to talk through what's on your desk.

Sales Pipeline & Stage Definition — Build a Pipeline You Can Actually Forecast From

The most expensive mistake in B2B sales is a pipeline with stages that mean different things to different reps. We define your stages by buyer behavior, not seller activity, write the exit criteria that let a deal move forward, and rebuild the pipeline in your CRM so the number the CEO sees is the number the sales leader defends. Foundation for everything else.

ICP, Qualification & Disqualification Discipline

Most sales teams are drowning in unqualified pipeline because reps are rewarded for adding logos, not disqualifying them. We define the Ideal Customer Profile in language reps can actually use, write the disqualification criteria that give them permission to walk away, and rebuild the top of funnel around fit — not activity. The pipeline shrinks. The forecast accuracy doubles.

CRM Adoption, Hygiene & Sales Ops

A CRM your reps don't trust and don't use is worse than no CRM — it produces false confidence in a fabricated forecast. We rebuild the CRM around the sales process (not the other way around), define what data is actually required at each stage, automate what should be automated, kill fields nobody reads, and put a weekly hygiene cadence on the sales leader. Works with HubSpot, Salesforce, and Zoho.

SDR / BDR Motion — Outbound That Actually Books Meetings

Design or rebuild the outbound motion: SDR ratios, target account lists, sequences that don't sound like spam, meeting-set definitions with exit criteria, hand-off discipline between SDR and AE, and the compensation design that keeps SDRs from gaming the metric. Ideal for companies where the pipeline depends on outbound and the current motion is producing meetings that don't advance.

Quota, Compensation & Forecast Methodology

Quota that ties to a plan the CEO can defend to a board. Compensation that pays for the behavior you actually want (not the behavior that maximizes rep gaming). Forecast methodology — commit, best case, pipeline coverage — the sales leader can walk into a weekly review and defend to the CFO. Rewrites the operating discipline of the revenue function.

Sales Manager Cadence & Rep Coaching

The single highest-leverage change in most sales orgs is the weekly one-to-one between sales manager and rep — and it's usually a status update, not a coaching conversation. We install the cadence: weekly pipeline review, monthly deal review, quarterly territory review, and a rep-development plan the manager actually runs. Optional 90-day cadence extension where we sit in on the reviews until the muscle is built.

Frequently Asked Questions

What does sales development consulting for b2b mid-market companies from Mebuis include?

Sales Development Consulting for B2B Mid-Market Companies at Mebuis covers: Sales Pipeline & Stage Definition; ICP, Qualification & Disqualification Discipline; CRM Adoption, Hygiene & Sales Ops; SDR / BDR Motion; Quota, Compensation & Forecast Methodology; Sales Manager Cadence & Rep Coaching.

Who leads the work at Mebuis?

George C. Fassett, Jr. leads every engagement. He founded and built THUMBTECHS, Mebuis, MebuisWorks, and 1908 Builders, has more than 20 years as a CEO, holds a U.S. patent, is a Lean Six Sigma Black Belt, and has an MBA.

How is Mebuis different from a traditional consulting firm?

Mebuis works as operators, not report writers. The people doing the work have run companies with real profit-and-loss responsibility, so recommendations are judged by whether they can be carried out by your team, not by how they look in a slide deck.

Who handles implementation after the plan is set?

Mebuis sets the strategy and priorities. Implementation work such as systems, automation, and technology build-outs can be handled by MebuisWorks (mebuisworks.com), the sister company that builds and runs what the plan calls for, or by your own team.

Where is Mebuis located, and do you work with businesses outside Texas?

Mebuis is based at 1908 Lone Star Rd. Ste B, Mansfield, Texas 76063, in the Dallas-Fort Worth area, and works with businesses across the United States.

How do I get started?

Book a call with George from any "Talk with George" button on this site, or call 817.764.0200. On the call you describe what is getting in the way, and George tells you plainly whether Mebuis is a fit and what the work would involve.

Talk with George · Call 817.764.0200