Victor A. Adefuye
I help B2B sales teams find where revenue leaks, fix the process, and make AI part of how they sell.
GTM Strategy · Revenue Diagnostics · AI for GTM · Sales Training and Change Management
Brooklyn, NYvictor@dana-consulting.comLinkedIndana-consulting.comYouTube
GTM strategist with 15+ years in B2B sales as a seller, sales leader, trainer, and consultant. I run GTM diagnostics for growth-stage and PE-backed B2B companies, turn the findings into a roadmap leadership signs off on, then build the AI workflows and run the training that make the change stick.
Uber Eats
Providence Equity
VMG
Attorney, seller, founder, teacher.
Attorney
Learned communication and persuasion: building a case and arguing it.
Financial services sales
Learned to sell B2B: group insurance and retirement accounts for SMBs.
Entrepreneur
Learned to build a business from zero.
Founder and CEO
Brings persuasion, selling, and building a business to B2B sales teams. Acquired by Winning by Design in 2019; relaunched in 2023 to focus on AI adoption.
Founder and CEO
Run GTM diagnostics for B2B companies from about $30M to several hundred million in revenue, build the roadmap with leadership, then implement it.
How an engagement runs, step by step
- Run GTM diagnostics: stakeholder interviews from frontline reps to the CRO, multi-year CRM export analysis, recorded-call analysis at scale, and process, tech stack, and enablement review.
- Deliver the leadership readout: the numbers needed to hit the revenue target, the target market, process and messaging changes, and the team required.
- Build the roadmap with leadership, get sign-off, then implement: train managers, reps, and RevOps; build the AI workflows; write system requirements.
- Report to the CRO and CEO monthly and quarterly on progress against target.
- Clients range from about $30M to several hundred million in revenue. Most are B2B software; a growing share are professional services.
Managing Director, Sales Architect, Trainer and Coach
Joined when Winning by Design acquired Dana Consulting; helped grow the company from about $6M to more than $30M in revenue.
Clients, methods, and training programs
- Managing Director on engagements for clients including HPE, Adobe, CEATI, Thought Industries, and ITRS; project team member on Tipalti, Mural, and Uber Eats.
- Designed and scaled revenue processes across SDR, AE, and CSM teams using the Sales as a Science method.
- Designed and delivered SPICED and Bowtie training, SKO sessions, manager reinforcement workshops, and certification programs. Built the SPICED and Challenger integration for HPE's GreenLake sellers.
Lecturer
Quarterly course on Sales Process Design and Optimization for 500+ VPs of Sales, CROs, and GTM executives.
What the course covers
- Curriculum covers aligning the sales process to the customer journey, conversion and velocity improvement, playbooks and mutual action plans, and AI for sales productivity and coaching.
Sales Advisor
Worked with innovation teams at Exelon, Mars, and Citi to validate demand and bring new products and services to market using lean-startup methods, including Exelon's internal growth board for an EV mobility venture. Bionic was acquired by Accenture Song in 2021.
Earlier roles, 2006 to 2015
- Apex Leaders · Interim VP of Business Development, 2015
- Wellness Rebates · Co-Founder and President, 2012 to 2015
- Northwestern Mutual · Financial Sales Representative, 2010 to 2013
- Lamb & Barnosky, LLP · Associate Attorney (Corporate, Labor and Employment), 2006 to 2009
The George Washington University Law School
Duke University
Political Science, Markets and Management, Economics
Before and after.
Each pair of bars is drawn to scale for that metric.
BDR qualification rate
Win rate in one vertical
New-hire time to productivity
Forecast variance
Sales cycle
Contact-to-won conversion
What I do.
Grouped by the order I work in: get the fundamentals right, drive adoption, optimize the funnel, then amplify it with AI. Training and change run through all four.
Fundamentals
ICP and segmentation from CRM and external data; motion splits (transactional vs. strategic); target account criteria
Adoption
Sales process design across SDR, AE, and CS; methodology rollout (SPICED, MEDDPICC, Challenger, BANT); lead management, handoffs, and nurture design; manager coaching cadences
Optimization
Funnel conversion by segment and lead source against benchmarks; pipeline velocity, win rate, and seasonality analysis; forecasting discipline; executive metrics reviews
Amplification
AI call scoring at scale; automated pre-call research and lead scoring; post-call qualification written back to Salesforce; AI role-play for rep practice
Training and change
Curriculum design and live delivery; SKOs; manager reinforcement programs; certification; measuring behavior change on scored calls, not survey scores
Seven systems, in production.
Each one encodes what I have learned from dozens of sales organizations, and each keeps a person at the decision point. Explore them, plus the systems my own firm runs on →
- 01AI sales operating systemHealthcare software · 17 AEs
- 02Call-analysis skill libraryClaude · used across diagnostics
- 03AI sales diagnosticSports-technology software
- 04BDR call-analysis automationB2B technology · BDR team
- 05Legal intake qualificationMass-tort law firm
- 06Buying-signal radar500+ target accounts
- 07Rep-facing AI toolsPre-call, post-call, practice
In their words.
"There's been a visible lift in performance in terms of closing and cross-sell. I'd enthusiastically recommend him if you're looking to upgrade and upskill your sales organization."
Jennifer Fitzgerald, Co-Founder and CEO, Policygenius
Three more client reviews from G2
"Their real benefit though is the insight itself. Being pushed to take on new approaches that actually work has already paid dividends for our entire team."
"I've worked in all aspects of marketing on a national and local level for a long, long time. I have worked with countless outside consultants and advisors in that time. I have worked as an outside consultant for businesses myself. Victor is one of the best."
"Victor helped us improve our skills as Business Development Representatives at a busy software company. This includes inbound and outbound qualification and sales calls, communication skills, time management, and other relevant skills."
Reviews from G2.
Where I teach.
Accelerators, fellowships, and communities that have brought me in to coach founders and sales leaders on sales, go-to-market, and AI.
Customer discovery and product-market-fit workshop for founder teams, plus one-on-one sales coaching.
Guest expert on sales operations for a Founders Fund cohort, with Tony Wilkins.
Lecturer on sales process design and optimization for VPs of Sales.
Mentor and speaker on customer acquisition and the US enterprise sales cycle, including Chile Tech Tour New York.
Technical assistance provider and workshop facilitator for NYC founders. A program of NYCEDC, with support from Women.NYC.
Sales masterclass and coaching for climate-tech founders. A Newlab program lead introduced me after seeing the Newlab work.
Three more programs and communities
Mentor roundtables for climate-tech founders.
AI sales-agent workshop for its business community.
Talk on AI and sales productivity.
On the record.
Writing and conversations on AI in sales, discovery, sales management, and the psychology of selling.
Superintelligent Sales
My newsletter on AI for B2B sales performance, plus the whitepaper Superintelligent Sales: How to Improve Sales Performance with AI.
Read the newsletter →Dana Consulting on YouTube
My video channel on AI and sales performance for B2B sales teams.
Watch on YouTube →Mastering sales with AI: coaching and revenue growth
With Jonathan Kvarfordt (Coach K) and Jonathan Moss. Why the gap between sales training and field results is the core inefficiency, and how AI closes it with personalized coaching, MEDDPICC-based forecasting, and ROI measured against a baseline.