About Touchstone
The foundation of our work is the Q-RED™ Sales System – a practical, structured, sequential B2B sales system designed for B2B teams selling into SME markets.
Touchstone is the Western Sydney implementation partner – delivering the Q-RED™ Sales System through system-aligned Sales Training and live-deal Sales Coaching for B2B teams selling into SME markets where the General Manager, Managing Director or Sales Leader is accountable for revenue performance.
We strengthen qualification discipline, deal progression control and forecast confidence – not through scripts, but through structure. The result is clearer revenue visibility, stronger margin protection and more commercially purposeful sales conversations.
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Who We Work With
Touchstone works with Western Sydney B2B teams selling into SME markets. Delivered at your workplace, we help organisations operating in complex sales environments where commercial conversations, stakeholder alignment and opportunity control directly influence business performance.
Manufacturing
Construction & Infrastructure
Engineering Services
Transport & Logistics
B2B Technology
Professional Services
While every organisation is different, they share a common objective – improving sales execution, strengthening pipeline discipline, increasing forecast confidence and creating more predictable revenue growth.
Who This Is For
General Managers, Managing Directors and Sales Leaders of Western Sydney B2B teams selling into SME markets who are accountable for revenue performance and want stronger commercial structure, greater forecast confidence and more disciplined sales execution.
The Touchstone Approach
Structured Sales. Human Delivery.
At the centre of every engagement is the Q-RED™ Sales System – a practical, structured, sequential B2B sales system designed for B2B teams selling into SME markets.
Touchstone implements Q-RED™ with Western Sydney B2B teams selling into SME markets that want stronger pipeline discipline, clearer deal progression control and greater forecast confidence. We align structure to your commercial reality – your market, capability and revenue expectations – without removing the human element that builds trust.
Q-RED™ Sales System: Establishes shared qualification standards, disciplined discovery, structured value positioning and consistent decision control across the team.
Sales Training: Embeds the system at scale – ensuring every seller works from the same commercial framework.
Sales Coaching: Reinforces application inside live opportunities – strengthening accountability, commercial judgement and execution under pressure.
The result: stronger revenue visibility, protected margins and fewer deals drifting late in the quarter.
We work with SME leaders committed to building structured sales capability – not outsourcing commercial responsibility.
What Western Sydney B2B Leaders Say
“Paul introduced commercial discipline that immediately lifted qualification standards. Our pipeline conversations are now grounded in evidence, not optimism.”
– Managing Director, Construction Services
“The integration of Q-RED™ across training and coaching strengthened accountability. Forecast reviews are clearer, and deal progression is far more controlled.”
– Sales Director, B2B Technology
“Q-RED™ gave our team a shared commercial language. It’s practical, repeatable, and has improved consistency across every opportunity.”
– General Manager, Manufacturing
Testimonials shared with permission. Outcomes vary depending on team capability, market conditions and implementation consistency.
Ready to strengthen your team’s skills? View sales training options .
Our Story
Touchstone was established to help Western Sydney B2B teams selling into SME markets implement the Q-RED™ Sales System through practical sales training and live-deal coaching. Founded by Paul Mason, Creator of the Q-RED™ Sales System, the business is built on decades of frontline B2B sales leadership, revenue accountability and commercial decision-making.
Across decades of experience, one pattern repeated. Traditional sales training often created short-term improvement, but without structured reinforcement and live opportunity application, qualification standards slipped, pipelines softened and forecast confidence declined.
The issue was rarely effort. It was a lack of commercial structure. Teams needed a shared framework to qualify opportunities, diagnose business impact, defend margin and guide confident buying decisions consistently across every opportunity.
The Q-RED™ Sales System was developed to close that gap – providing a practical, structured, sequential B2B sales system designed for B2B teams selling into SME markets. Touchstone is the Western Sydney implementation partner, delivering the Q-RED™ Sales System at your workplace through system-aligned Sales Training and live-deal Sales Coaching.
Sustainable sales performance comes from structured commercial discipline applied consistently across every opportunity.
Prefer ongoing support? Learn about sales coaching .
Paul Mason
Founder | Creator of the Q-RED™ Sales System
Principal Sales Trainer & Coach, Touchstone Training & Coaching
Paul works with leaders of Western Sydney B2B teams selling into SME markets who are accountable for revenue performance. His approach combines structured commercial discipline with practical, real-world coaching to strengthen qualification, improve deal progression, increase forecast confidence and deliver clearer revenue visibility.
- Decades of hands-on experience leading and supporting B2B sales teams in complex, competitive markets.
- Background across sales leadership, account management and commercial operations with direct revenue accountability.
- Experience working with Western Sydney organisations across manufacturing, construction, engineering services, transport & logistics, professional services and B2B technology.
- Qualified Workplace & Business Coach (Certificate IV), specialising in behavioural change and performance accountability.
- Certificate IV in Entrepreneurship & New Business, grounded in the realities of SME growth.
- Bachelor of Commerce (University of Adelaide) – Marketing & Management (Double Major), Psychology (Minor).
- Creator of the Q-RED™ Sales System – a practical, structured, sequential B2B sales system designed specifically for teams selling into SME markets.
Executive Enquiries
For commercial clarity discussions regarding Q-RED™ implementation, you can connect directly with Paul:
Email: paul@touchstone.net.au | LinkedIn: Connect with Paul Mason
Want a clearer sales structure? Learn about Q-RED™ .
Why Leaders of Western Sydney B2B Teams Choose Touchstone
Touchstone works exclusively with B2B teams selling into SME markets that want stronger commercial structure – not motivational uplift. Engagements are delivered at your workplace and built around disciplined process, measurable performance standards and clear revenue accountability.
- Built for SME commercial pressure: Designed for lean B2B teams, competitive markets and leaders accountable for revenue performance – not generic enterprise frameworks.
- Structured, sequential methodology: The Q-RED™ Sales System provides consistent qualification, disciplined discovery, stronger deal progression control and a shared commercial language across the team.
- System-aligned delivery: Sales Training establishes the framework, while live-deal Sales Coaching reinforces application where it matters most – inside active opportunities.
- Focused on commercial outcomes: Every engagement is designed to strengthen pipeline discipline, improve forecast confidence, protect margins and increase revenue visibility.
- Capability partnership – not outsourcing: We build lasting internal capability so structured sales discipline continues long after the formal engagement ends.
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Need a concise overview?
View our 1-page Capability Statement for a clear summary of how Touchstone helps Western Sydney B2B teams selling into SME markets strengthen deal control, improve revenue visibility and increase forecast confidence through the structured, sequential Q-RED™ Sales System.
View Capability Statement (PDF)Ready to Strengthen Commercial Performance?
Start with a focused Sales Performance Diagnostic – or explore Q-RED™ Foundations, a structured 6-week program that helps B2B teams selling into SME markets improve deal control, pipeline clarity, forecast confidence and revenue visibility.
A focused review to identify where qualification discipline is weakening, deals are stalling and commercial performance can be strengthened.
Ready to implement a structured sales system?
Q-RED™ Foundations is a structured, sequential 6-week program designed to improve deal control, pipeline clarity, forecast confidence and revenue visibility.
Prefer email or a different time? Contact us and we’ll get back to you.
For more ideas tailored to Western Sydney SMEs, see all SME sales articles →
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Start with the system – then explore how we implement it: