Many organizations today want to improve the success rate in converting large opportunities into orders. Opportunities are where big volumes or margin are at stake, or when there is a strategic client or product involved. In the current market situation, key opportunities must be managed properly.
Many companies have made a decision to sell their products or services without their own selling team. They have instead decided to use other formats to reach out to the market.
This Mercuri white paper explores the challenges and opportunities with selling through third parties.
By Ajda Cuderman
Manage the activity that delivers the result
“Objectives are not fate; they are direction. They are not commands; they are commitments. They do not determine the future; they are means to mobilise the resources and energies of the business for the making of the future.
CSO Insight’s Sales Performance Optimization Survey 2013 shows that the two main objectives or concerns for sales executives are to capture new accounts and to increase sales effectiveness.
This Mercuri white paper explores the challenges connected to these objectives and what you need to do to overcome them.
This Mercuri white paper looks at the challenging subject of working with top managers.
There is no question that successful relationship leaders need to be able to develop relations with senior people in their customers. So what difference does it make if you have strong relationships with top management?
By Richard Higham
How to do it
Much has been written about behaviour when selling to top managers. Some of it is useful. Here is my distillation of what works based on reading, observing others sell and personal experience. Most of these are not absolute rules but useful guidelines. There will always be exceptions.
By Richard Higham
Why stressed salespeople sell less and don’t even feel that they are stressed.
The pressure to sell is always high. Market share, earnings or even careers are at stake. This can often lead to negative stress. But, contrary to the myth that a good sales person is a good actor, the effects cannot be hidden.
Companies often face internal conflicts when it comes to the expectations on Key Account Management and on Key Account Managers. One issue is how to balance long term investment in customer care with the need for meeting quarterly objectives? This paper explores this question further.
By Uffe Tollet
Is it possible to achieve more with less? Successful teams are always expected to achieve ever-greater results. Perhaps the reason is that management itself is misguided, reaching out for the usual clichés of “work harder,” while the pressure falls on top performers to squeeze a little more from their clients.
What makes the sales rep efficient,effective and worthwhile?
Like in sales, jobs and job descriptions are changing over time. With the changes in the economy, in the financial models and the customer‟s expectations, the sales techniques have evolved, and with that so have the skill set we link to the sales ..
9 out of 10 sales managers find it increasingly important to differentiate sales approaches and processes to different customer segments.Mercuri International recently conducted a global study among sales managers and sales directors with regarding the situation of the sales reps.
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