How you sell, documented
The stages a deal goes through, what each one means, and who owns it. Everyone on the team works from the same page.
Fractional Sales Director, Derby | Nick Riggott, ARC Advisory
Fractional sales director for UK B2B businesses
I'm Nick Riggott, founder of ARC Advisory. I work as a fractional sales director for B2B businesses turning over £5m to £50m. I'm based in Derby and work with businesses anywhere in the UK.
What a fractional sales director does
A fractional sales director does the job of a sales director part time, for as long as you need it, without you making a full time senior hire. In practice, I work alongside you and your team for an agreed number of days and take responsibility for how your sales work.
Most of the businesses I talk to have good people working hard. What's usually missing is a sales process everyone understands and follows, a pipeline you can trust, and a forecast you can plan around. That's what I build, with your team, until it runs without me.
When it makes sense
- You built the business by selling it yourself, and every deal that matters still comes through you.
- You're about to invest in sales, a senior hire or a bigger team, and want the engine right first.
- You have a sales team, but the number still surprises you.
- You have a sales leader and want experienced support alongside them. I work with them, not around them.
What you get
Three foundations of predictable sales, built for your business and run by your team.
A pipeline you can trust
Which deals are real, which to drop, and a weekly review that runs without you in the room.
A predictable forecast
A forecast built from the deals that are real, and clarity on the actions needed to deliver the number.
How it works
- A free conversation about how you sell today: how a deal gets from first conversation to signed, who decides what, and where things go quiet.
- The Sales Maturity Self-Assessment, if it helps. Thirty questions across six areas, free, and you keep the results.
- We agree what's needed: how many days, for how long, and the fee, before any paid work starts.
- I build it with your team, then step back once it holds. Some businesses keep me on for a regular check in afterwards.
Where I work
I'm based in Derby and work with businesses anywhere in the UK, including the East and West Midlands, South Yorkshire and Northamptonshire. That covers Derby, Nottingham, Leicester, Birmingham, Sheffield, Doncaster and Northampton, and I'm happy to come to you.
Why me
I've spent over 20 years in B2B sales. I've been responsible for my own number, a team number, and a regional business number. So I've been on both sides of the forecast call.
Most of those years have been in B2B technology. 11 years at Mitel, including running the UK and Ireland sales business: selling direct to enterprise and public sector customers, building the route to market through channel partners, and leading teams through three acquisitions. Before that, telecoms and IT services.
Questions people ask
What is a fractional sales director?
Someone who does the job of a sales director part time, for as long as you need it, without you making a full time senior hire. I work alongside you and your team for an agreed number of days and take responsibility for how your sales work.
Is a fractional sales director the same as a fractional CSO or CRO?
Near enough. The titles differ more than the work. I use fractional sales director because it's the term most UK businesses use.
Who do you work with?
UK B2B businesses turning over roughly £5m to £50m, usually founder or CEO led, either about to invest in sales or not quite trusting the sales team they have. If you already have a sales leader, I work with them, not around them.
Where are you based?
Derby. I work with businesses anywhere in the UK, including the East and West Midlands, South Yorkshire and Northamptonshire.
How does it start?
With a free conversation, or the free Sales Maturity Self-Assessment you can do yourself online. From that we agree what's actually needed, if anything.
What does it cost?
It depends on what's needed, so I agree a fee with you before any paid work starts. The first conversation and the self assessment cost nothing.
What do I get at the end?
How you sell, written down. A pipeline you can trust. A predictable forecast. Built for you and with you, so your team runs it after I step back.
Start with a conversation
Tell me how your sales work today. If I can help, we'll work out how. If I can't, I'll say so.