Sales (Re)structuring & Selection in Ghent

The most common pattern in the Ghent research economy is a company that grows while the founder sells and flattens the moment he cannot. The knowledge that makes it work sits in his head: which question he asks second, which objection he removes before it lands, why he lets a prospect go after ten minutes. We extract that first, because without it you hire someone who has to rediscover from scratch how selling works here. Then we design stages that suit this type of sale. A quote is rarely the milestone; a scheduled evaluation or a pilot is, and it gets its own exit criterion. Only once that stands do we look at people. The role profile follows from the process, and in a market where the buyer is an engineer or a researcher, we select for the ability to hold that conversation on substance.