Excellence vs your peers globally, not just because Mercuri said so!
The survey asks 926 respondents across 20 countries and 12 industry categories, with over 80 percent comprising CEOs and Sales Managers.
The top 3 are where we can help you most, now, today!
1. Each member of your sales team has a systematic account management planning process for each of their Customers
Top performing companies score high in allocating sales resources for each of their Customers such that an account management plan specific to the requirement of every individual
Customer is in place.
2. Your sales strategy is documented in writing
According to studies, only 14% of all people in a company know its strategy.
Top performers seem to overcome this risk by documenting their strategy, for consistency of communication.
3. For each step of the sales process / workflow you have defined training modules, checklists / instruments
A process is only as good as its implementation. Top performing companies don’t stop with defining sales processes and workflows.
They get better at supporting their people in living those processes by developing training modules, checklists and instruments for each step of the process.
Mercuri are experts in Sales.
Call Mat on +44 7572 343 341 and lets start our conversation.
How to create sales excellence and implement strategy - Mercuri InternationalMercuri International
The Global Sales Excellence Survey is packed with powerful and practical insight from the world’s best performing companies.
It comes with a self-assessment document that you can request from Mat at Mercuri via matthew-everitt@mercuri.co.uk
It answers 2 key questions;
1) What are the differences between higher, middle and lower performing companies?
2) What are the sales excellence factors that the better performing companies concentrate on?
Established in 1960,the survey is brought to you by Mercuri International and data from 15,000 client cases, 250,000 participants, and 60 + industry sectors, every year.
We take your sales to a higher level.
http://mercuri.co.uk/how-can-mercuri-international-help
How To Design And Implement Outcome-Based Sales StrategyPropel Guru
In this presentation, we'll learn How To Design And Implement Outcome-Based Sales Strategy. To equip the press customers to help them with their business continuity. Moving office employees to work from home in a productive manner was challenging.
The Building Blocks of an Effective Sales Enablement FunctionMike Kunkle
Link to recording: http://bit.ly/SEBuildingBlocksRecording-DTI
In this webinar, I discuss:
- How sales enablement is being defined today (and how it should be)
- What to consider when starting a new sales enablement function or upgrading your current department
- The 10 foundational building blocks that will lead to success
- Services to consider offering
- How to perpetuate success with systems thinking
- A look to the future of what Sales Enablement could and should be
Marketing has been asked to take a seat at the revenue table, but insufficient lead hand-off processes is causing sales to question this invitation. Eric Marcy explores this problem and provides insight into successful sales productivity and sales enablement best practices.
Top10 Sales Transformation Keys to SuccessDSG Consulting
We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation. Sales Transformation cannot happen in organizations where leaders underestimate the level of change required or underinvest in Sales. Here’s our Top 10 list of how to get change management with Sales Enablement right.
blackdot - Accelerating Marketing & Sales Transformation - SydneyMarty Nicholas
Accelerating Marketing & Sales Transformation
Sydney - 16 March 2017
Practical strategies for advancing customer & business outcomes in the digital age.
www.theblackdot.com.au
How to create sales excellence and implement strategy - Mercuri InternationalMercuri International
The Global Sales Excellence Survey is packed with powerful and practical insight from the world’s best performing companies.
It comes with a self-assessment document that you can request from Mat at Mercuri via matthew-everitt@mercuri.co.uk
It answers 2 key questions;
1) What are the differences between higher, middle and lower performing companies?
2) What are the sales excellence factors that the better performing companies concentrate on?
Established in 1960,the survey is brought to you by Mercuri International and data from 15,000 client cases, 250,000 participants, and 60 + industry sectors, every year.
We take your sales to a higher level.
http://mercuri.co.uk/how-can-mercuri-international-help
How To Design And Implement Outcome-Based Sales StrategyPropel Guru
In this presentation, we'll learn How To Design And Implement Outcome-Based Sales Strategy. To equip the press customers to help them with their business continuity. Moving office employees to work from home in a productive manner was challenging.
The Building Blocks of an Effective Sales Enablement FunctionMike Kunkle
Link to recording: http://bit.ly/SEBuildingBlocksRecording-DTI
In this webinar, I discuss:
- How sales enablement is being defined today (and how it should be)
- What to consider when starting a new sales enablement function or upgrading your current department
- The 10 foundational building blocks that will lead to success
- Services to consider offering
- How to perpetuate success with systems thinking
- A look to the future of what Sales Enablement could and should be
Marketing has been asked to take a seat at the revenue table, but insufficient lead hand-off processes is causing sales to question this invitation. Eric Marcy explores this problem and provides insight into successful sales productivity and sales enablement best practices.
Top10 Sales Transformation Keys to SuccessDSG Consulting
We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation. Sales Transformation cannot happen in organizations where leaders underestimate the level of change required or underinvest in Sales. Here’s our Top 10 list of how to get change management with Sales Enablement right.
blackdot - Accelerating Marketing & Sales Transformation - SydneyMarty Nicholas
Accelerating Marketing & Sales Transformation
Sydney - 16 March 2017
Practical strategies for advancing customer & business outcomes in the digital age.
www.theblackdot.com.au
Showpad Tamara Schenk: the four pillars of successful sales enablementSHOWPAD NV
World class B2B organizations develop business strategies where both marketing and sales drive business growth. At the core of this strategy is sales enablement, a strategic discipline targeted at your customers and Frontline Sales Managers, driven by marketing and empowered by content.
4 Pillars of a High Performing Sales Process to Overcome ChallengesLeadSquared
Prashant Kumar, Sales Manager at LeadSquared will tell you what are the 4 pillars of a high performing sales process in his webinar.
In this webinar, you’ll learn: -
• What are the 4 performance indicators?
• Signs of stagnating sales process.
• Leveraging sales automation to overcome challenges.
• Analysing and measuring a high performing sales process.
SiriusDecisions Sales Enablement Market and Trends Survey RevealedSAVO
This presentation unveils SiriusDecisions’ recent sales enablement survey results, including trends and best practices to keep in mind as you look to improve sales productivity in 2014 and beyond.
This information outlines what it takes to make a World Class sales force by understanding the types of
salespeople and how to measure their specific sales “DNA” to optimize performance.
Account Planning in Salesforce: Trending in 2015 Altify
In every large customer account there is hidden white space where you can sell your existing products to new divisions and sell more solutions to the same business units, for complete penetration across the account.
In this webinar we reveal the secrets we have learned since early 2013 when we launched the Amazon #1 Bestseller Account Planning in Salesforce.
Since then we have seen thousands of account managers grow their business with their major customers, while also increasing the value that they deliver.
We have seen account and territory plans fully completed in just 6 hours, a large enterprise company add $400 million to their pipeline in just weeks, and an increase in win rate of 300%.
We will revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched Account Planning in Salesforce.
Forrrester Report: Marketing Maturity in the Age of the CustomerJakub Malobecki
Technology gives customers new decision-making and
purchasing power. Potential buyers can access information
about products, services, pricing, and brand reputation from
anywhere, anytime. This makes customer understanding a
strategic imperative, and only those companies that obsess
over knowing their customers intimately will thrive in this
new digitally powered age
Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services
Sales is an area where many companies find the outcomes belie investments and outcomes. Many companies attempt sales transformation in a piece-meal fashion. In this paper, we discuss the framework for sales transformation and five fundamental levers of sales transformation.
The Truth About the Field Sales to Inside Sales Migration TrendVelocify
As featured in Harvard Business Review: Over the past several years, there has been strong anecdotal evidence to suggest that many sales organizations are increasing the size of their inside sales teams at the expense of their field sales organizations. Velocify commissioned Steve W. Martin, noted sales expert, college professor and contributor to Harvard Business Review to learn how extensive the migration is to inside sales and the reasons organizations are making the move.
In “The Trend Changing the Sales Landscape” whitepaper, you will learn:
- The magnitude of the shift to inside sales
- Factors driving the shift
- Most common challenges faced by sales leaders and how different sales models can help overcome those challenges
- Potential obstacles to successfully starting a new inside sales team
Discover the truth about the field to inside sales migration.
Showpad Tamara Schenk: the four pillars of successful sales enablementSHOWPAD NV
World class B2B organizations develop business strategies where both marketing and sales drive business growth. At the core of this strategy is sales enablement, a strategic discipline targeted at your customers and Frontline Sales Managers, driven by marketing and empowered by content.
4 Pillars of a High Performing Sales Process to Overcome ChallengesLeadSquared
Prashant Kumar, Sales Manager at LeadSquared will tell you what are the 4 pillars of a high performing sales process in his webinar.
In this webinar, you’ll learn: -
• What are the 4 performance indicators?
• Signs of stagnating sales process.
• Leveraging sales automation to overcome challenges.
• Analysing and measuring a high performing sales process.
SiriusDecisions Sales Enablement Market and Trends Survey RevealedSAVO
This presentation unveils SiriusDecisions’ recent sales enablement survey results, including trends and best practices to keep in mind as you look to improve sales productivity in 2014 and beyond.
This information outlines what it takes to make a World Class sales force by understanding the types of
salespeople and how to measure their specific sales “DNA” to optimize performance.
Account Planning in Salesforce: Trending in 2015 Altify
In every large customer account there is hidden white space where you can sell your existing products to new divisions and sell more solutions to the same business units, for complete penetration across the account.
In this webinar we reveal the secrets we have learned since early 2013 when we launched the Amazon #1 Bestseller Account Planning in Salesforce.
Since then we have seen thousands of account managers grow their business with their major customers, while also increasing the value that they deliver.
We have seen account and territory plans fully completed in just 6 hours, a large enterprise company add $400 million to their pipeline in just weeks, and an increase in win rate of 300%.
We will revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched Account Planning in Salesforce.
Forrrester Report: Marketing Maturity in the Age of the CustomerJakub Malobecki
Technology gives customers new decision-making and
purchasing power. Potential buyers can access information
about products, services, pricing, and brand reputation from
anywhere, anytime. This makes customer understanding a
strategic imperative, and only those companies that obsess
over knowing their customers intimately will thrive in this
new digitally powered age
Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services
Sales is an area where many companies find the outcomes belie investments and outcomes. Many companies attempt sales transformation in a piece-meal fashion. In this paper, we discuss the framework for sales transformation and five fundamental levers of sales transformation.
The Truth About the Field Sales to Inside Sales Migration TrendVelocify
As featured in Harvard Business Review: Over the past several years, there has been strong anecdotal evidence to suggest that many sales organizations are increasing the size of their inside sales teams at the expense of their field sales organizations. Velocify commissioned Steve W. Martin, noted sales expert, college professor and contributor to Harvard Business Review to learn how extensive the migration is to inside sales and the reasons organizations are making the move.
In “The Trend Changing the Sales Landscape” whitepaper, you will learn:
- The magnitude of the shift to inside sales
- Factors driving the shift
- Most common challenges faced by sales leaders and how different sales models can help overcome those challenges
- Potential obstacles to successfully starting a new inside sales team
Discover the truth about the field to inside sales migration.
CHAPTER 1 The Field of Sales Force ManagementNew Dimensi.docxtidwellveronique
CHAPTER 1 The Field of Sales Force Management
New Dimensions of Personal Selling: The Professional Salesperson
Personal selling today is quite different from what it was years ago. The cigar-smoking, backslapping, joke-telling salesman (and virtually all outside sales reps were men in those days) is generally gone from the scene. Moreover, his talents and methods would likely not be effective in today's business environment.
Instead, a new type of sales representative has emerged—a professional salesperson who is also a marketing consultant. This new breed works to relay consumer wants back to the firm so that appropriate products may be developed. Its representatives engage in a total consultative, nonmanipula-tive selling job; they are expected to solve customers' problems, not just take orders. For example, Medtronics, a leader in the design and manufacture of high-tech surgical devices, sells to surgeons. These doctors often want the sales rep to be in the operating room during surgery to advise them in the best use of the product.9 The vice president of sales and marketing for Lucent Technologies states that Lucent's overall goal is "to have all of our customers say that we are vital to their business success."10 Of course, this is difficult given the rising expectations of customers.
The new-style reps also serve as territorial profit managers. They have the autonomy they need to make decisions that affect their own territory's profitability. Many decisions that in the past would have been made by the sales manager are today made by the salesperson. Salespeople are empowered to act in the best interests of their firms. A recent survey of salespeople's competencies found those salespeople who excel at aUgning the strategic objectives of both customers and suppliers, and who understand the business issues underlying their customers' needs, are the most successful.11 To a large extent, technology has empowered salespeople to increase the quality of contact and service they provide to their customers by allowing them to tap into huge data banks.
Whose sales forces best reflect this new professionalism? The HR Chally Group surveyed over 1,000 customers in two separate surveys—one in 1994 and one in 2002.12 The customers identified the best sales forces according to the 10 factors that are shown on Figure 1-4. Only 13 sales forces were
f I6URE1-4 le Ten Host Important factors for Professional Sales Forces
The Professional Sales Force ...
1. Provides service that solves problems and responds to customer needs.
2. Has excellent product knowledge.
3. Serves as an advocate for the customers within the selling firm.
4. Keeps customers up-to-date.
5. Sells a high-quality product.
6. Offers superior technical support.
7. Has accessible personnel that are available locally.
8. Sells a wide variety of products that offer a total solution.
9. Understands the customers' business.
10. Sells the product for a competitive price.
Source: The HR Ch ...
Self Assessment for Driving Revenue GrowthThe Naro Group
I often get called into an organization when revenue growth stalls. I start at a high level to discover where there are missing links and broken pieces within the sales organization to determine what’s needed to get back on track. What I’ve outlined below will give you a starting point for assessing your own organization's sales effectiveness gaps and what you might want to focus on in terms of sales readiness and sales enablement activities.
Rewiring sales organization for growth and scaleBrowne & Mohan
With markets becoming volatile and uncertain, shortening of products and commoditization, sales function is facing huge challenges. Companies need to rewire their sales organization to provide it with enough flexibility, visibility, actionable intelligence and ownership for employees. In this Whitepaper, Browne & Mohan consultants share how to rewire sales organization to set the company for revenue growth and scaling up.
Developing people to professionally and ethically win and grow customers.
The response to mis-selling should not be no-selling, it must be professional-selling. Customer Centric Financial Selling with Mercuri will enable you to do just that.
Please call Mat on +44 7572 343 341 for more details.
http://mercuri.co.uk/how-can-mercuri-international-help
Thousands of HP sales managers have been developed across the world in common methodologies and skills using Mercuri International local expertise and co-ordinated through Global Project Management.” Hewlett Packard
“With the help of Mercuri, our sales managers now have
consistent and proven techniques for managing and motivating the sales team.” Sew-Eurodrive
How Mercuri help our banking clients to win manage and grow customersMercuri International
Mercuri International has been leading the changing world of sales performance improvement for over 50 years.
Under the leadership, first of Heinz Goldmann and then of Curt Abrahamsson, Mercuri grew from a small Swedish consultancy to operating in more than 40 countries. Now owned by AB Bure we are seen as sales experts by our 18,000+ clients who range from global market leaders to local niche players and from
technology and logistics to financial and professional
services.
The focus of Mercuri International’s work is to help organisations and individuals “win, grow and manage clients”.
The five main areas of sales expertise that Mercuri International brings to the banking sector are:
· Customer-centric selling: Skills and techniques that deliver both significant, sustainable business growth and sound management of commercial, reputational and regulatory risk. Win and grow clients and achieve “fair customer outcomes”. We
work on both winning and growing customers.
· Sales Team Leadership: We work with first line, regional and senior sales leaders to instil the key skills and disciplines of effective sales leadership in this demanding and dynamic environment.
· Relationship Management: Our work with relationship managers encompasses retail, commercial, corporate and global customer channels. Our models have been developed in
partnership with The University of St Gallen, SAMA and market leaders from HP, through Philips and Novartis to Siemens.
· Relationship-based negotiating: We developed an extremely powerful programme for financial professionals that has proved itself in challenging segments such as business support and real estate.
· Standing in the customer’s shoes: This highly interactive session has been immensely well received. It gives relationship managers hands on experience of running a business through cycles of change and challenge.
While Mercuri has strong capabilities in other areas these
five are the ones we see as core for the financial and
professional services sector.
Read this overview and then tell us what you think?
Mercuri International help you to win, manage and grow customers better. We have been helping companies implement strategies and achieve powerful sales results for over 50 years, with an international team of 500 people in 50 local offices around the world.
Our clients and our industry recognise we are experts in sales. We want to meet you. Mercuri International is featured on both Training Industry’s and Selling Power’s Top 20 Sales Training Companies list.
We want to speak with you.
Call Mat on 07572 343 341 or matthew-everitt@mercuri.co.uk
You can learn more about Mercuri here;
http://mercuri.net/our-vision-mission-and-core-values
http://mercuri.co.uk/how-can-mercuri-international-help
http://www.slideshare.net/MatMercuri/how-mercuri-help-you-improve-your-performance-65699011
Mercuri International have been leading the changing
world of sales performance improvement for over 50
years. In particular we have worked closely with
insurers from Allianz to Zurich and have strong
experience in both life and non-life and across channels
including direct B2B, global accounts, agents and
independents.
Read this short paper and then tell us what you think?
Mercuri International help you to win, manage and grow customers better. We have been helping companies implement strategies and achieve powerful sales results for over 50 years, with an international team of 500 people in 50 local offices around the world.
Our clients and our industry recognise we are experts in sales. We want to meet you. Mercuri International is featured on both Training Industry’s and Selling Power’s Top 20 Sales Training Companies list.
We want to speak with you.
Call Mat on 07572 343 341 or matthew-everitt@mercuri.co.uk
You can learn more about Mercuri here;
http://mercuri.net/our-vision-mission-and-core-values
http://mercuri.co.uk/how-can-mercuri-international-help
http://www.slideshare.net/MatMercuri/how-mercuri-help-you-improve-your-performance-65699011
Train and coach to quadruple your retention productivity and return on invest...Mercuri International
What is TRAINING REINFORCEMENT?
It is a long term commitment to learning, not just to training.
It requires post-training learning segments using applied real world issues.
If you want to see a ROI from short seminars, then you need to engage your employees after the event.