SCOTSMAN®

The Science of Sales Excellence

Our Heritage

Innovation Born from Experience

Dermot Bradley

The SCOTSMAN® story begins with a powerful insight from Dermot Bradley.

Starting as a systems engineer at IBM, moving through sales and management to training at both IBM and Xerox, he noticed something crucial: while companies meticulously planned solution implementations, they rarely applied the same rigor to winning the sale itself.

His guiding principle was simple yet revolutionary: 

Be first past the winning post or first out of the race!"

This philosophy transformed into SCOTSMAN® qualification and Commitment Selling, now trusted by the biggest B2B organizations worldwide. The approach proved so effective at driving predictable revenue growth that we founded Advance – Creators of SCOTSMAN®.

The Reality of Complex Sales

Average B2B sellers spend 28 hours every week pursuing deals they'll lose:

  • Four competitors typically pursue each opportunity
  • Only one can win
  • Three waste valuable time losing
A team is coached on using SCOTSMAN sales qualification to plan a deal

What Makes Us Different

Methodology
Owners

SCOTSMAN® qualification framework:

  • Scientific scoring system
  • Clear commitment tracking
  • Evidence-based decisions

Focus on Commitments

We measure what matters:

  • Real buyer actions
  • Physical evidence
  • True progress

Complete
Solution

Align people, process, and technology:

  • Qualification framework
  • Development programs
  • Smart technology

Our
Expertise

Supporting complex B2B sales across:

  • Technology
  • Professional Services
  • Financial Services
  • Manufacturing
  • Education

Some of the Companies who have used SCOTSMAN®

  • Poly deploys the SCOTSMAN sales methodology and receives online sales training to improve opportunity management
  • Capita strengthens opportunity management sales processes and improves sales forecasting with SCOTSMAN methodology

SCOTSMAN® Journey to Sales Excellence

1

2

3

Qualification Foundation

  • Master the art of opportunity qualification
  • Implement structured campaign planning
  • Drive consistent pipeline quality

 

Learn More

Skills Development

  • Transform your sales approach
  • Build lasting customer commitments
  • Develop high-performing sales teams

 

Learn More

Process Integration

  • Embed Process
  • Leadership Control
  • Forecast Accuracy

 

Learn More

Customer feedback

  • Mark Willis
    Brings clarity to a diverse subject. Great course – left me wanting to understand more
    Mark Willis
    LINKFRESH
  • John Dye
    A real game changer that gives you confidence to better qualify and focus your pipeline
    John Dye
    Servest
  • Mike Carter
    If Carlsberg did training courses, they would probably be the second best in the world.
    Mike Carter
    Netpremacy

Free eBook:
If You Are Going To Lose, Lose Quickly

For a limited time, we're making Dermot Bradley's complete book,
"If You Are Going To Lose, Lose Quickly" available as a free download.

SCOTSMAN® has helped sales professionals worldwide make better decisions about where to invest their time - consistently their most limited resource.

Dermot's insight that "the biggest waste of time in sales is the sale you lose" has transformed how countless organisations approach qualification.

We believe this methodology is more relevant than ever in today's competitive environment, which is why we want to make sure it's in the hands of sales professionals who can benefit from it most - including you and your team.

Download Now

Free eBook:
SCOTSMAN® How to Qualify your Sales – Lose Quickly!

For a limited time, we're making Dermot Bradley's complete book,
"If You Are Going To Lose, Lose Quickly" available as a free download.

SCOTSMAN® has helped sales professionals worldwide make better decisions about where to invest their time - consistently their most limited resource.

Dermot's insight that "the biggest waste of time in sales is the sale you lose" has transformed how countless organisations approach qualification.

We believe this methodology is more relevant than ever in today's competitive environment, which is why we want to make sure it's in the hands of sales professionals who can benefit from it most - including you and your team.

Download Now