Robert builds managers who hold the pipeline standard every single day — not just the week of the workshop. The methodology stays because it is embedded in the person who sets the standard.
15+ years · IDC, Telstra, Michelman · 25 Countries · 500K+ Professionals Trained
“One manager, equipped with the right system, is worth ten rep training days.”— Robert Roseberry, Sales Achievements
Miller Heiman. SPIN Selling. MEDDIC. Value Selling. Challenger. These are good methodologies. They fail not because of the content — but because no one equipped the manager to reinforce them after the trainer left.
The rep goes through a two-day workshop. They return to a manager who was never trained in the methodology and continues running reviews exactly as before. Within 30 days, the rep’s behaviour has reverted. The methodology is gone. The spend is written off.
Robert fixes the layer that every other programme ignores. He builds the standard into the manager — the person who runs the review every week, who sets the expectation on every deal, who determines whether honesty is safe or costly. One manager, equipped correctly, is a permanent force multiplier for the entire team.
Pipeline reviews without fear. Reps who report reality, not optimism. The manager creates the environment where accuracy is rewarded.
Confirmed next steps on every live deal. Close dates that mean something. Forecasts that reflect what is actually happening in the field.
Manager-embedded reinforcement. The standard holds six months after Robert leaves — because it lives in the manager, not the workbook.
IDC — International Data Corporation. The pilot launched in Singapore in 2009. Success led to Australia and China, then Malaysia and India. The methodology crossed into North America — Silicon Valley and Boston — led by IDC’s North American team.
IDC’s Salesforce team embedded the methodology directly into their CRM fields, driving adoption to 100%. What began as one pilot became a global deployment across four continents. The engagement ran for 15 years.
Start With a Free Conversation →Robert listens to your specific situation. Both sides determine whether there is a genuine fit. No pitch. No proposal. No obligation. Even if there is no fit, you leave with a clearer picture of where your pipeline problem lives.
Robert measures exactly what percentage of your pipeline is real. You receive a Sales Fiction Score and a prioritised action plan. The $2,500 is credited in full toward the programme. This is the only way the programme begins — with a precise diagnosis, not an assumption.
Robert installs a pipeline standard into your managers through structured workshops and one-to-one coaching. Every deal gets a confirmed next step. Every review surfaces what is true. This is not a one-day event followed by a slide deck — it is behaviour change anchored to the person who holds the standard every day.
The programme is complete when the managers hold the standard independently — when Robert is no longer required to maintain it. That is the only measure that matters. The IDC engagement ran for 15 years not because Robert was needed, but because IDC chose to keep raising the standard.
“We had 125 salespeople across six countries. Before Robert, our pipeline reviews were diplomatic. After, they were accurate. That is a different business.”Cardi PrinziVP Sales · Pacnet (acq. by Telstra) · 125 salespeople, 6 markets
“What sets Robert apart is his focus on the manager. Most programmes ignore that layer entirely. He fixed the part of our organisation that was holding everything else back.”Eva AuManaging Director · IDC Asia Pacific · 15-year engagement
“This programme is different from others — it is easy to understand and implement. I strongly recommend it to peers and colleagues.”Steve ShifmanCEO · Michelman · North America
The manager sets the standard for what is real in the pipeline every single day. Training reps and leaving the manager untouched means the standard disappears by Monday morning. Robert builds the standard into the manager so it holds after he leaves — permanently.
No. Robert’s programme makes your existing methodology finally stick. The problem was never the methodology. It was that no one equipped the manager to reinforce it after the trainer left. This programme fixes that layer without replacing what you have already invested in.
6 weeks to 6 months, depending on team size, geography, and depth of change required. It always begins with the Sales Fiction Index diagnostic (one week), which is credited in full toward the programme.
Resistance is the most common situation Robert walks into. It is almost always a symptom of managers promoted from top-rep positions who were never taught to coach. The system makes coaching non-threatening because it is built around diagnostic questions about deal status — not performance evaluation. Resistance typically disappears within the first workshop.
Yes. Robert has delivered this programme across Singapore, Hong Kong, Australia, India, China, Japan, the UK, and across North America. The IDC engagement alone covered four continents. He understands how pipeline fiction manifests differently in each cultural context — and how to address it.
Every engagement begins with a free 30-minute conversation. Robert listens, you both decide if there is a fit, and — if there is — the Sales Fiction Index follows at US$2,500, credited in full toward the programme.
Book the Free Conversation →Responds personally within 24 hours · GDPR & CASL compliant · No pitch. No proposal. No obligation.