Experts in Pipeline and
Opportunity Management


We help experienced professionals
win political sales

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    Our Proposition

    Founded in 2002, Advance is a training and consulting business and owner of SCOTSMAN®.

    For many sales teams, SCOTSMAN® has become the most important planning tool for winning political deals and a valuable time management tool for salespeople, increases selling time and win rates.

    Dermot Bradley created SCOTSMAN® and turned sales qualification and pipeline management on its head by introducing the concept of “customer commitments” into the process.

    A facilitator explains what the team can expect from their sales training

    What Makes Us Different

    Advance was founded to help companies achieve sales excellence by supporting them in applying rigour to their opportunity management processes and increasing the potential of the leaders and sales teams operating within them.

    We recognise that strategy delivers promises, but its people and processes that deliver results. Sales excellence depends upon strong Opportunity Management and key to success is performance management and people development.

    Our SCOTSMAN® enablement tools and services deliver transformational gains for companies, quickly, increasing win rates, deal size, selling hours and velocity.
    Our services are available through our delivery experts or rolled out through customers’ own in-house teams.
    Our solutions can adapt to any organisation irrespective of existing sales processes, CRM systems, or existing training investments in behaviours, complementing and enhancing what is already in place.
    SCOTSMAN Commitment Manager CRM Plug In strengthens sales forecasting accuracy

    Adding Quality and Planning Measures to CRM

    In 2016, Advance launched SCOTSMAN® Commitment Manager, a CRM PlugIn for SalesForce and Microsoft Dynamics CRM customers wishing to integrate the power of SCOTSMAN® and Commitment Selling into their operations and re-inforce robust planning and qualification behaviours into their sales teams.

    Our Expertise

    Advance has experience with customers in a variety of B2B industry sectors, particularly where the sales process is complex and political. This includes Technology, Consultancy, Financial Services, Education, Professional Services, Out sourcing and Manufacturing. 

    • Softserve deploys SCOTSMAN sales qualification methodology to improve sales forecasting
    • Netpremacy receives online sales training on the SCOTSMAN methodology for improves sales qualification
    • Poly deploys the SCOTSMAN sales methodology and receives online sales training to improve opportunity management
    • Essentra rolls out online sales training to sellers, using SCOTSMAN sales methodology to improve sales qualification
    • Capita strengthens opportunity management sales processes and improves sales forecasting with SCOTSMAN methodology

    SCOTSMAN®


    Tells you they are serious
    about the project.

    Will they act, Will they act now.

    Commitments


    Tell you they are serious about you.


    Will they act with you.

    Enablement Model


    Establishing the infrastructure to:

    Win more orders, win bigger orders,
    win more profitable orders, more quickly.

    The Biggest Waste of a Seller's Time
    is the Time spent on Sales they Lose

    Make a change today

      Are you ready to win more and win bigger?

      Please get in touch and we'd love to discuss how SCOTSMAN® can support your business.

      Call: +44 (0)113 823 2877 , Email [email protected] or complete the form below.

      SCOTSMAN® Through the Years

      • 1979SCOTSMAN® created

        Dermot Bradley creates SCOTSMAN®

      • 1979Selling Timetables

        First training course delivered

      • 1980SCOTSMAN® Showstoppers defined

        Showstoppers added as an outcome of SCOTSMAN®

      • 19854 Commitment Tyles defined

        Commitment Selling added to support SCOTSMAN®

      • 1990Hunting Licence!

        The Hunting Licence Commitment is added to the training.

      • 2008IP bought by Advance

        Advance purchases IP from Dermot Bradley who continues as an advisor to the Board.

      • 2012Online Academy Launched

        SCOTSMAN® training now available 24 x 7

      • 2016SCOTSMAN® Commitment Manager Launched

        SCOTSMAN® is embedded into CRM, starting with Salesforce.com