Win Complex Sales in Team

If you are: 

BtoB Sales Leader, Key Account Executive, 

Large Account Manager

Here is our Objective: 

Help you Achieve more Results

and more Efficiently

Vente Complexe<br>Complex Sales

Are these your Challenges?

Your Issues?

  • Increasing complexity in your environment (internal / external)
  • Bigger issues to develop and retain key and large accounts
  • Faster changes and transformation of your business arena
  • Higher pressure for achievement of your goals
  • Increasing competition
  • Efficiency and leadership challenges

Your Objectives?

  • Better manage complexity
  • Reinforce collective sales intelligence
  • Have a clearer vision to make the right decisions
  • Act quicker and more efficiently

Founder of "Complex Sales Academy"

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

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

    Complex Sales Academy is a division of Athena Values Sarl, 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