Fractional Sales Director, B2B Service Businesses

Your sales team should be your growth engine. Right now, it needs you to run it.

I'm Nathan Nicholson — Fractional Sales Director working with B2B service business owners.

Some months hit. Some months need rescuing. You can't see far enough into the pipeline to know which one's coming. Your sales system was never built to scale without you. That's what we fix. Stop putting your hand in your pocket to pay everyone else's mortgage.

You're dipping into your pocket while everyone else gets paid.

Book your free strategy call See how it works

Nathan Nicholson
Fractional Sales Director

The Problem

Some months hit. Some need rescuing at the end. You can't see far enough in to know which one's coming.

Most owners know something's off. They just can't put their finger on what.

You have a team. They're active. But the pipeline moves when you're in it and stalls when you're not. Good months feel like luck. Bad months feel personal. And the harder you work, the more the business needs you in it. These are the three signs it's happening.

You're still the one the big deals wait for

You hired a team to run sales. The team is active. But when a deal matters, it waits for you. Your input, your sign-off, your steer. The bigger the opportunity, the more certain it is you'll end up involved. That's not a team problem. The system was never built to close without you in it.

Your sales manager is active. The numbers still aren't moving.

Reports are on time. Calls are being made. The pipeline looks full. But deals aren't closing at the rate they should, and when you ask why, the answer is always activity. Not results. That's not a manager problem on its own. It's a missing structure problem. And until you know which it is, you can't fix it. So you stay in it.

Good months feel lucky. Bad months feel personal.

Hit target one month, scramble the next. No pattern you can explain. No pipeline you trust on a Monday morning. You can't commit to a hire, a new market, or an investment on a number built around your own diary. And until the system changes, nothing does.

This is for owners who already have a sales team in place. If you're still the only person selling, this isn't your next step.

Every month you reset to zero. It doesn't have to work this way.

How It Works

One starting point. One clear path.

Every client starts with a Sales Clarity Intensive. No retainer before you've seen the work. No 90-day onboarding before anything changes. The path is deliberate. The impact is immediate.

Start Here

Sales Clarity Intensive

£1,500. One Day On Site.

If you don't leave with a clear picture of what's broken and a prioritised plan to fix it, you don't pay. No questions asked.

Every engagement starts here. One full day inside your business: live pipeline review, process mapping, salesperson interviews, metrics audit. You leave with a ranked list of what's broken, what it's costing you, and exactly what to fix first. Most owners know what the real problem is within the first hour.

Book your free strategy call

Fractional Sales Director Retainer

Your sales team performing without you: pipeline visibility, accountability, conversion.

For owners who want the findings from the Intensive implemented properly. Ongoing embedded support: pipeline reviews, sales manager accountability, process implementation, performance conversations. The £1,500 from the Intensive is credited against month one.

Investment scoped to your situation. We'll cover it on the call.

8 wks

Typical time from first engagement to tangible, measurable change inside the business

2+ decades

Sales experience across SaaS, IT, MSP, and B2B service businesses. Not theory. Lived practice.

2×

Conversion rate improvement achieved with one client after defining and implementing a proper sales process

The Return

"The impact was immediate. In just eight weeks he sharpened our sales strategy and drove tangible results."
Chris Martin, MD, Origin Finance

One metric identified. One gap closed. Revenue moved in the first month.

In a recent engagement, the gap between the weakest performer's conversion rate and the team's top performer was the single biggest revenue leak in the business. Nobody had measured it. Nobody had named it. It had been running for months.

Closing that gap (not hiring someone new, not rebuilding the team) produced a material monthly revenue uplift. The Intensive identified it on day one. The retainer fixed it.

A full-time Sales Director costs £80,000 to £120,000 a year before NI, pension, or the 3 to 6 months it takes to get them effective. The Intensive costs £1,500 and tells you exactly what's broken before you commit to anything else.

The Investment

£1,500

Sales Clarity Intensive. One day. Full diagnosis of what's broken and what it's costing you.

The Retainer

Scoped to your situation

Credited with the £1,500 Intensive. Investment covered on the call. No surprises.

The outcome

Revenue moved.
Month one.

One conversion gap identified and closed. Material monthly revenue uplift from a single team performance fix.

Based on a real client engagement. Individual results depend on team size, deal values, and the specific gaps identified.

The Intensive finds the gap. The retainer closes it. The call takes 30 minutes.

What Clients Say

The measure is results, not activity.

Couldn't see where deals stood. Needed to trust the number his team gave him on a Monday morning.

"In just eight weeks, Nathan sharpened our sales strategy and drove tangible results. He combines big-picture thinking with practical, actionable steps. Frankly, he's made himself a critical part of our team's growth. I can't recommend him highly enough."

Chris Martin

MD, Origin Finance

"Nathan helped me define and implement a proper sales process and doubled my conversion rate. He also reshaped the fundamentals of how I sell, moving me away from one-off projects toward recurring revenue and predictable income, rather than constantly starting from zero each month."

Joe Hickey

Founder, Shatter Media

"Conversion rate doubled. Deals were closing without me involved. That took eight weeks."

Tom Warrilow

Property Planning Consultants

"You don't feel left in the dark with Nathan. He keeps you accountable, shows up with genuine passion, and a desire to help you succeed. For him a win isn't about the money. It's about the results he gets for his clients."

Clinton St Hilaire

Sales & Business Development

Nathan Nicholson

Not a consultant. A sales operator who embeds and gets it done.

Twenty years in sales. Professional services, IT and managed services, marketing agencies. Not reading from theory. Working inside the kind of businesses you run, fixing the kind of problems you have.

Most fractional consultants hand you a framework and leave. That's not how this works. You get someone who sits in the pipeline review, has the difficult conversation with your sales manager you've been avoiding, and stays until the problem is solved. Not until the deck is delivered.

The work is commercial and operational. Skill gaps identified. Process built. Accountability installed. The goal is a sales team that performs consistently without you carrying it.

Two decades across professional services, IT and managed services, and marketing agencies

Sales Clarity Intensive: one day, live inside your business, findings on the day

Retainer credit model: £1,500 Intensive credited against month one

Works with owners of B2B service businesses at £2M–£10M revenue with 11–50 employees

Ready to talk?

Your team hitting target is hit and miss. And when it hits, you know it's because you rescued it.

If you have a sales team and you still don't know if you're going to hit the number this month, this call is for you. No pitch. No proposal. If it's not the right fit, I'll tell you that too.