Sales and Negotiation Strategy Consulting by Silver Heron Solutions
Sharper Operations. Smarter Growth
Transform commercial complexity into clarity.
Commercial Negotiation
What I do
I help founders, leaders and commercial teams negotiate with clarity, confidence and control. Drawing on decades of real‑world experience, I teach a simple, structured approach that turns instinctive conversations into disciplined, commercially effective negotiations. Through workshops, coaching and hands‑on support, I help teams prepare better, influence more effectively and close stronger deals. My focus is always practical: real scenarios, real behaviours, real outcomes. Whether you need to build capability across a team or strengthen a specific negotiation, I provide the tools, frameworks and guidance that create immediate impact and long‑term commercial confidence.
Services
Negotiation for Success is a flexible, modular negotiation programme designed for business owners, commercial leaders, procurement, sales and teams who need practical, confidence‑building negotiation capability — not theory, not theatrics, but real‑world skills development that changes outcomes immediately.
Delivered through training, consultancy, coaching and specialist support, Negotiation For Success adapts to your context. Whether you need a one‑off workshop, a focused intervention for a specific deal or ongoing support to embed negotiation discipline across your organisation, the programme meets you where you are.
Why Negotiate
We negotiate more than we realise
Salary. Scope. Deadlines. Priorities. Expectations.
Why good negotiation skills matter;
- They help you get better outcomes, not just quick agreements
- They protect relationships while solving real problems
- They turn conflict into progress instead of friction
- They save time, money and rework later
- They build confidence and credibility as a leader
- They let you trade value, not fight for position
The best negotiators aren’t aggressive. They’re prepared, curious and clear.
What Negotiation for Success offers
- A shared negotiation language that aligns teams and removes internal friction
- A clear, structured negotiation process that works across sales, procurement and leadership
- Practical tools to prepare, influence and close with confidence
- Real‑world case studies drawn from Large Enterprise, SME and scale‑ups.
- Behavioural techniques that shift conversations from positional to collaborative
- Templates, checklists and playbooks that embed consistency long after the programme ends
How I can help
Training Courses
Consultancy and deal support
Consultancy and deal support
Interactive workshops develop negotiation skills through practice and real situations. Participants learn structured methods, rehearse techniques and receive practical tools to use immediately. Workshops are available as open or customised sessions for organisations.
Consultancy and deal support
Consultancy and deal support
Consultancy and deal support
Advisory support to identify negotiation challenges, improve your commercial stance and create strategies for key deals or partner discussions. Ideal for those facing high-stakes negotiations.
Coaching & Mentoring
Strategic and Fractional Support
Strategic and Fractional Support
1:1 or small‑group coaching for leaders, managers and commercial teams. Reinforces negotiation discipline, builds confidence and helps individuals shift unhelpful habits. Perfect for embedding long‑term behavioural change.
Strategic and Fractional Support
Strategic and Fractional Support
Strategic and Fractional Support
Providing ongoing support and fractional commercial leadership to enhance negotiation skills, improve deal quality and margins and foster a culture prepared for negotiations.
Sales Process development
What I do
By starting with your buyer and the journey they go through in solving their problems, I help you align your sales and commercial operations. Leaving you with a more profitable and effective business.
Services
By aligning strategy with buyer journeys, I help you have shorter sales cycles, higher conversion rates, and stronger cross-functional alignment.
How I work
How I work
Through a simple 4-step model, we will help you unearth the real issues holding you back and develop your team and processes for the future.
Common Friction Points
Does any of this sound familiar?
If you're leading a growing B2B business, you’ve likely felt the friction:
Sales cycles dragging on? Let’s shorten time-to-close and enhance your commercial strategy.
Reps struggling to connect? Equip them with sales enablement tools to engage with precision.
Teams misaligned? Build a unified commercial engine to achieve operational excellence.
Incentives misfiring? Reward what drives revenue—not just activity, to improve sales effectiveness.
These aren’t just symptoms. They’re signals that your sales process isn’t aligned with how your buyers make decisions. That’s where I come in.
I partner with SMBs to eliminate sales friction and build buyer-aligned systems that drive measurable results. Whether you’re scaling up or recalibrating, I help you:
Cut deal cycles by weeks.
Boost conversion rates with targeted enablement.
Align sales, marketing, and ops around shared outcomes to ensure operational excellence.
Design incentives that reinforce the right behaviours to support your commercial strategy.
Build resilient, self-sufficient teams that thrive beyond our engagement.
What Changes When You Align With Your Buyer
Shorter Sales Cycles
Because your commercial strategy mirrors the buyer’s journey—not your org chart.
Higher Conversion Rates
With sales enablement that resonates with real buyer needs, driving sales effectiveness.
Greater Team Alignment
Across sales, marketing, and operations—ensuring operational excellence as everyone pulls in the same direction.
Performance That Scales
Through incentive models and workflows that reward the right behaviors, contributing to overall sales effectiveness.
I bring enterprise-grade expertise to small and mid-sized businesses, helping you build commercial systems that are lean, buyer-centric, and designed for growth. I collaborate with you to develop and execute initiatives that drive results.
Services
Sales Effectiveness
Revitalise underperforming sales functions by embedding scalable processes, clarifying pipeline dynamics, and instilling commercial discipline through a strong commercial strategy. The result? Accelerated revenue growth, improved forecast accuracy, and a sales team equipped for operational excellence that consistently converts opportunities into impactful results, enhancing overall sales effectiveness and enabling effective sales enablement.
Commercial Strategy
Align pricing, partnerships, and go-to-market execution with your commercial strategy and strategic business goals. I help you sharpen positioning, enhance operational excellence, and unlock growth through commercially sound decisions that improve sales effectiveness and resonate with both customers and stakeholders.
Operational Excellence
Resolve execution gaps across teams, systems, and geographies to enhance your commercial strategy and drive consistent commercial performance. I bring structure, visibility, and accountability—transforming complexity into clarity, which fosters operational excellence and boosts sales effectiveness, enabling your business to operate with precision and agility through effective sales enablement.
Interim Leadership
Step into critical leadership gaps to stabilize operations and guide strategic transformation with a focus on commercial strategy. I provide senior-level direction that fosters operational excellence, builds trust across functions, and enhances sales effectiveness. By delivering momentum, I ensure your teams stay focused, aligned, and ready for what’s next through effective sales enablement.
Sustainable Transition
Build resilient, self-sufficient teams and structures that thrive beyond the engagement by focusing on operational excellence and sales effectiveness. I ensure knowledge transfer, embed best practices in your commercial strategy, and leave behind a foundation for continued success—so your business grows without long-term dependency through effective sales enablement.
Modular Engagement. Maximum Impact.
1. Business Assessment
2. Targeted Interventions
2. Targeted Interventions
Quickly uncover what’s holding your sales effectiveness and commercial strategy back. Through targeted diagnostics, I identify root causes across strategy, execution, and sales enablement—giving you a clear, actionable view of where to focus for maximum impact on operational excellence.
2. Targeted Interventions
2. Targeted Interventions
2. Targeted Interventions
I deliver focused, time-bound solutions that address the real issues—focusing on operational excellence rather than just symptoms. I design and implement interventions that enhance sales effectiveness and drive measurable change, whether it’s fixing pipeline leakage, aligning incentives, or sharpening our commercial strategy and go-to-market execution.
3. Capability Development
4. Professional Transition
4. Professional Transition
Build the systems, skills, and processes your teams need to sustain success through a strong commercial strategy. I work with you to embed scalable workflows that promote operational excellence, elevate team competencies, and ensure your commercial engine is equipped for sales effectiveness—long after our engagement ends.
4. Professional Transition
4. Professional Transition
4. Professional Transition
Ensure a seamless handoff to internal teams with no drop in momentum, supporting your commercial strategy. I provide structured transition plans, knowledge transfer, and coaching focused on operational excellence—so your business continues to thrive with confidence and independence, enhancing sales effectiveness and enabling sales enablement.
Meet Keith Burgess
I’ve led sales enablement and commercial strategy across global organisations. Now, I apply that expertise to SMBs, focusing on operational excellence by translating complexity into clarity and enhancing sales effectiveness as teams build systems that scale.