Sales teams lose deals for all kinds of reasons. Maybe the pitch misses the mark, the timing is off, or the product just is not the right fit. But there is another reason that is harder to see and far more common than most realize. Dr. Amir Kahani, Founder and CEO of Volarg, has spent decades studying how executives and revenue teams operate, tracking where deals truly fall apart. His insight was unexpected. The problem was not about talent or effort. It was about something far less visible, something most companies never think to measure or manage.
Confidence Starts with Clarity
Complex sales environments often create hesitation. Dr. Kahani has seen it happen again and again throughout his career. People do not freeze because they lack skill. They freeze because they lack clarity. That distinction matters more than most sales leaders realize. His Unique Business Contribution framework addresses this directly. It teaches teams to define and communicate the real impact they have on their customers’ success. Not a marketing slogan. Not a list of features. The genuine value they bring. One U.S. SaaS client used this approach to completely reframe how they presented their offering. Within a single quarter, their average deal size increased by 25 percent. “Confidence comes from knowing exactly what you stand for and being able to prove it,” Dr. Kahani says. That kind of certainty cannot be faked, and customers recognize it immediately.
Build Mental Performance
That belief sits at the center of Dr. Kahani’s approach. “As with any system, it can be built, coached, and scaled,” he says. Most companies treat confidence as an intangible trait that certain people simply possess. But viewing it as a system changes everything. The mental side of sales often gets overlooked in favor of tactics and techniques. Yet closing major deals is not about getting fired up before a presentation. “Selling at a high level is not about hype. It is about focus,” he explains. Top performers remain composed under pressure, not because they are naturally unshakable, but because they have practiced it. Dr. Kahani helps leaders build this discipline through data-driven decision routines and objection-handling drills. Before key meetings, teams run through what he calls clarity resets. “It is simple, practical, and it works,” he says. Nothing flashy. Nothing complicated. Just steady, deliberate preparation that builds lasting confidence over time.
Turn Process into Power
Most sales processes fall into one of two traps. They are either so rigid that no one actually follows them, or so vague that they might as well not exist. The Value Selling Organization framework aims for the practical middle ground that teams can actually use. “Confidence grows from structure,” Dr. Kahani notes. But structure, in his view, does not mean scripts or robotic talking points. His framework breaks the sales process into clear steps with measurable outcomes, while leaving room for people to sound like real humans. Within six weeks, teams launch a pilot, refine their tools, and begin operating independently without constant oversight. Every sales team is searching for the perfect pitch or the single feature that seals the deal. But that is not where competitive advantage truly lies. “Confidence is not born in boardrooms. It is built in preparation,” Dr. Kahani says. The real edge in complex sales is not about features or discounts. It is about having a team that understands its unique contribution, communicates it clearly, and performs under pressure.
That combination is rarer than most realize. Some teams know their product inside and out but cannot explain why it matters. Others can talk a good game but fall apart when objections arise. The ones that master both are the ones closing the biggest deals. Dr. Kahani’s approach gives revenue teams the structure they need without stripping away what makes them effective. When confidence becomes something you can build systematically, rather than something you hope shows up, the results begin to speak for themselves. The process is not flashy, but it works.
Connect with Dr. Amir Kahani on LinkedIn to explore how his frameworks transform revenue teams through clarity and confidence.
