The old Lean Learning . A new name for an approach even more closely linked to sales execution.

Lean Academy is Lean Sales training program for technology companies, designed to develop sales teams in real-world scenarios while business is happening.

Long cycles, multiple decision-makers, and high-ticket solutions are part of the routine for IT companies, and it is in this context that commercial development needs to take place. To achieve this, learning must be directly connected to pipeline , ongoing opportunities, and the concrete challenges that teams face on a daily basis.

Training disconnected from pipeline support big business

In the information technology market, selling is definitely not about repeating the same pitch. To close a deal, you need to conduct long conversations, deal with multiple decision-makers, respond to technical objections, justify investment, and sustain value over time. 

Objections such as "this wasn't in the budget," "I need to check with IT and finance," "we already have something similar in place," or "let's revisit this next quarter" are part of the daily routine for those who sell complex solutions.

When training takes place outside this context, it generates conceptual understanding but does not change commercial behavior. The salesperson returns to the operation without knowing how to work around a budget obstacle in an active account, how to sustain value in the face of a skeptical technical decision-maker, or how to keep the conversation alive in long and fragmented cycles.

The problem is not a lack of content, but a lack of adherence to reality.

Generic training ignores the stage of pipeline, the type of account being approached, the maturity of the buyer, and the difficulties that are already on the table. Without a direct connection to real opportunities, learning is diluted, does not generate commercial traction, and does not impact revenue predictability. It is precisely this gap between learning and execution that Lean Academy eliminates by training the team while business is happening.

Lean Academy: training connected to pipeline

Lean Academy was designed to operate within the commercial operation, not around it. Training is based on what is already at stake: ongoing opportunities, strategic accounts, stalled negotiations, and real sales cycles.

In practice, this means that learning does not start from hypothetical scenarios. It is built on conversations that have already taken place, obstacles that have already arisen, and decisions that still need to be made. The effect is immediate because the team does not learn in order to apply it one day, but learns while executing.

And the impact is evident in pipeline itself: as approaches evolve, conversations gain depth, and opportunities advance with greater consistency. At the end of the training, participants receive a certificate of completion, validating the practical training applied directly to commercial operations.

The four pillars of the program:

Complex B2B sales

Training focused on long sales cycles, multiple stakeholders, and high-ticket solutions. Here, we work on discovery techniques, decision-making processes, handling complex objections, and building cases business cases for the technology market.

Social Selling Brand Equity

Executive positioning on social media as part of the business strategy. The goal is not to "post more," but to build authority, strengthen personal branding, and generate qualified opportunities within the industry.

Commercial leadership

Developing leaders for pipeline management , revenue forecasting , and salesperson coaching. The focus is on creating rituals, metrics, and a high-performance culture within sales teams.

Customized technical trails

Training tailored by vertical, product, solution, or customer profile. Technical content is linked to the sales approach, helping salespeople turn complexity into perceived value.

For whom does Lean Academy make the most sense?

• IT companies that sell consultative solutions;
• Teams that deal with long cycles and shared decisions;
• Organizations that need to align marketing, sales, and commercial leadership;
• Companies seeking corporate training with practical and measurable impact.

Instructor: Jorge Dalfovo

Jorge Dalfovo is a founding partner of Lean Sales and has been working for over a decade supporting manufacturers, distributors, and partners in the technology market. 

With international experience, multidisciplinary training in digital marketing and business management, and a master's degree in Business Administration from FDC (Fundação Dom Cabral), he combines strategic vision with practical experience in commercial operations in companies in the sector.

In addition to leading business acceleration projects, he works as a consultant, advisor, and professor in the areas of marketing, sales, and technology, always focusing on real-world application, execution, and generating results.

An invitation to move beyond theory

Lean Academy exists for businesses that already understand that developing sales in technology is not about accumulating content, but about continuously evolving the way the team thinks, decides, and conducts conversations throughout the negotiation.

If this reflection already makes sense for your operation, the next step is to move beyond theory. Talk to our experts to explore training possibilities aligned with your reality.