Successful BtoB Sales Transformation

If you are: 


BtoB Sales Leader

Here is our Objective: 

Help you Transform your Sales Organisation to Get More Results

Vente Complexe<br>Complex Sales

Are these your Challenges?

Your Issues?

  • Increasing sales force management and coaching challenges
  • Sales effectiveness and efficiency issues
  • Higher pressure for achievement of your goals
  • Bigger issues to develop and retain key and large accounts
  • Faster changes and transformation of your business arena
  • Increasing complexity in your environment (internal / external)
  • Tougher competition

Your Objectives?

  • Master levers, tools and methods to conduct change and sales transformation
  • Build and execute sales team skills development plan
  • Reinforce sales leaders role as change agents
  • Maximise team alignment and engagement

    Founder of Athena Values

    Carle Lopez

    In 2002, Carle co-founded Athena Values (a Complex Sales performance specialised business) and started partnering with Miller Heiman, the worldwide leader of that domain. 

    Carle started his professional life in 1984. He is graduated of INSA-Lyon with a Master Degree in Electrical Engineering and Electronics.

    During 18 years, he has held different positions in R&D, technical support, sales, sales & marketing management, general management, working for international corporations:

    Hewlett-Packard /now HP Enterprise (US), Yokogawa (Japan), Meggitt (UK), Alstom (France).

    And now, since 20 years, he has been supporting BtoB sales leaders and sales professionals worldwide to reinforce efficiency selling to large accounts.

    Worldwide Deliveries by our Coaches & Experts

    This is our Added Value to best support you

    Proven Experience

    More than 30 years of BtoB complex sales experience and 20 years as experts for international organisations

    Efficient Methodologies

    Mastering of world class 40 year proven BtoB sales methodologies

    Multiple Level Customised Service

    Comprehensive and tailored services - Consulting, Training, e-learning and Coaching - to best fit your needs

    International Delivery Capabilities

    Global project management and local expertise 

    Impacts and Results

    Exclusive focus on achievement of your objectives

    Our Methodologies and Tools

    BtoB Complex Sales Methodologies

    Smart Sales Grid method and tools - based on 30 years of practice and experience

    Sales Team Talent Assessment

    Profiles International Assessment Center Certified Partner 

    Audit & Consulting Practices

    Specific practices based on your Sales System optimisation

    Coaching Practices

    Based on GROW Model (Goal, Reality, Options, Way Forward) for coaching interactions

    Sales Transformation Process

    Based on Smart Sales Xform agile and multidimentional model

    Impacts & Results

    to Achieve your Objectives

    Examples :

    > Win more larger deals

    > Better develop and retain large accounts

    > Focus on selling solution

    > Better differentiate, counter commoditisation pressure

    > Increase sales forecast accuracy

    > Reinforce team alignment following organisational change

    Our Clients

    (Organisations we are and have been servicing since 20 years)

    Technology and Telco

    Atos, Avocent, Bea, Canon, Cap Gemini, Cartesis, Colt Telecom ,Eplan Sofware & Services, ESI Group, HP, Intersec, Maincare Solutions, Masternaut, Microsoft, Oracle, Progress Software, SQLI, Proximus (Belgacom), SAS Institute, Stéria, Unilog, Verifone, Wincor Nixdorf, Zodiac Data Systems


    Electronics, Measurement

    Altran, Ascom, Anritsu, Belden, MB Electronique, Mettler Toledo, Meggitt, Panduit, Orolia-Spectracom, Oxford Instruments, Rohde & Schwarz, Soitec, Watlow


    Food, Catering

    CHR Hansen, Compass-Group, Isigny Ste Mère, Mars Drinks, Unilever Food Solutions, Selecta


    Healthcare, Biotech

    Abbott, AMBU, Alere, Applied Biosystems, Bard, Bayer Diagnostics, Becton Dickinson, GE Healthcare, Guerbet, Institut Pasteur, Janvier Labs, Nucletron, Roche Diagnosticic, Sequana  Medical, Siemens Medical, Smith & Nephew, Wright, Zoll Medical


    Business Services

    ADP GSI, Avery Dennison, Acco, Corporate Express, BPI, Fraikin, Rentokil, Office Depot, Veolia Water, William Reed Busines Media


    Manufacturing, Controls

    Areva T&D, Domino Printing, Emerson Process Management, Metso Paper, Rockwell Automation, Stroc Industrie, Schneider-Electric, SOMADU, Sulzer Pump, Tyco Electronics



    Akzo Nobel, Linpac


    Business Consulting

    BPI, Hewitt, Mercer, PriceWaterhouseCoopers 

    Examples of Deliveries

    (in more than 10 different countries)

    With BU and Subsidiary Directors:

    • Sales organisational dignostic
    • Design and implementaion of optimised Sales System
    • Methodology roll-out for strategic sales to large accounts

    With Sales Leaders:

    • Sales Leader onboarding
    • Coaching for business reviews with sales teams
    • Help for sales leadership development

    With Account Managers and Large Account Leaders:

      • Help for Sales Field of Play management
      • Support for Account Planning...
      • ...and Account Reviews
      • Coaching for customer leadership development

      With Commercial Excellence Leaders (Sales Enablement - Sales Operations):

      • Support for mastering and certification of sales methodologies
      • Roll-out management

      Legal Information

      Web Site Editor:

      Athena Values SARL
      4, Place Louis Armand
      75012 Paris - France

      Athena Values Sarl, is a company registered in Paris (France) under RCS 440 819 068, with a share capital of €27.000.

      Publication Director:

      Mr Carle Lopez

      Web Site Hosting:


      2 rue Kellermann

      59053 Roubaix - France