SCOTSMAN®
The Science of Sales Excellence
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®.
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
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
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
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®
SCOTSMAN® 3-Step Journey
1
2
3
Foundation - Master Sales Qualification
Establish scientific qualification as the cornerstone of sales
Development - Excellence in People and Process
Transform individual skills into organisational excellence through proven training
Scale - Technology Integration and AI Coach
Embed sustainable success through process alignment and technology
Customer feedback
Brings clarity to a diverse subject. Great course – left me wanting to understand more
Mark Willis
LINKFRESHA real game changer that gives you confidence to better qualify and focus your pipeline
John Dye
ServestIf Carlsberg did training courses, they would probably be the second best in the world.
Mike Carter
Netpremacy
Customer feedback
Brings clarity to a diverse subject. Great course – left me wanting to understand more
Mark Willis
LINKFRESHA real game changer that gives you confidence to better qualify and focus your pipeline
John Dye
ServestIf Carlsberg did training courses, they would probably be the second best in the world.
Mike Carter
Netpremacy
SCOTSMAN® 3-Step Journey
1
Foundation - Master Sales Qualification
Establish scientific qualification as the cornerstone of sales
2
Development - Excellence in People and Process
Transform individual skills into organisational excellence through proven training
3
Scale - Technology Integration and AI Coach
Embed sustainable success through process alignment and technology
The Definitive Guide To Qualification
Dermot Bradley's complete book, "If You Are Going To Lose, Lose Quickly"
- Complete SCOTSMAN® methodology overview
- Real-world qualification frameworks
The Definitive Guide To Qualification
Dermot Bradley's complete book, "If You Are Going To Lose, Lose Quickly"
- Complete SCOTSMAN® methodology overview
- Real-world qualification frameworks