Sergio Gustavo Lampe, Founding Partner and OwnerFounding partner and owner Sergio Gustavo Lampe started the company to address a pervasive challenge in the region. Most salespeople have become ‘talking brochures’ today, fixating on technical product features instead of truly understanding and addressing customer needs. The product-centric approach, compounded by regional hurdles such as reliance on technical jargon, difficulty accessing decision-makers and relentless price pressure, stifles growth and shrinks margins.
Prioritizing genuine connections, mb&l’s training empowers clients to elevate their sales performance, boost customer loyalty and secure long-term success.
“Our approach counters common pitfalls like price wars and commoditization,” says Lampe. “Our mission is to empower sales teams to become trusted advisors who solve customer problems, not just sell products. Genuine connections become the key to unlocking sustainable growth and result in a significant uptick in repeat business.”
The comprehensive commercial transformation program, cocreated with clients, delivers a hands-on, collaborative approach to sales mastery. The program includes a ‘fundamentals’ phase focusing on opportunity management from lead to deal closure, followed by an ‘extended cycle’ phase emphasizing cross-selling, upselling and renewals. Through practical exercises and expert guidance, participants learn to identify, nurture and close deals while extending the sales cycle through these strategic approaches. Additional modules cater to management needs and proactive time management for sales representatives.
By applying the program’s strategies in real-time, sales representatives see immediate results and gain the skills to pinpoint customer needs, effectively communicate value and optimize their pipeline for continued success. This proactive approach cultivates efficient time management and empowers sales professionals to achieve their full potential.
The consultants at mb&l bring a wealth of practical experience to the table, having held various sales positions throughout their careers in Latin America. Their first-hand understanding of the challenges faced by sales teams allows them to offer actionable solutions that resonate with clients.
Even after initial training, the team continues to provide support and coaching to ensure improvements in sales performance are not just temporary but become a lasting part of the company’s growth culture.
The proven sales methodology benefits a diverse clientele, from major vendors like Cisco, VMware, SAP and Oracle to large telecom companies like Telefonica and Claro, as well as their respective partners throughout the sales channel.
Over the years, the company has trained a staggering 13,339 professionals from 32 countries in the Americas and five in Europe, delivering over 818 training events, 653 in-person, and 165 remote events since migrating to remote delivery. With more than 70 products strategically combined into comprehensive solutions, the company’s impact is undeniable.
Our approach counters common pitfalls like price wars and commoditization. Our mission is to empower sales teams to become trusted advisors who solve customer problems, not just sell products. Genuine connections become the key to unlocking sustainable growth and result in a significant uptick in repeat business
These outcomes highlight the measurable impact on a company’s financial performance. By fostering a continuous learning cycle through ongoing consulting and coaching services, mb&l ensures its clients can adapt to new challenges and maintain their competitive edge.
Extensive industry experience, tailored solutions and a commitment to long-term partnerships make mb&l a leading force in the Latin American sales landscape. Fostering a continuous learning cycle through consulting, training, and coaching empowers businesses to navigate the complexities of the region’s market, unlocking their full sales potential and achieving enduring success.
