SCOTSMAN® Sales Management Insights

28/06/2021

Three Strategies for Effective Negotiation and Objection-Handling.

A lot of solution-selling activity is focussed on persuading the customer to buy a product or service. But getting a good price for that product or […]

10/05/2021

How to Equip every Seller to Become a Top Performer

Three Competencies of an Elite Sales Team Elite b2b sales teams resemble elite sports teams in a lot of ways. A seller turns into an instinctive […]

09/04/2021

Managing the Conservative Buyer

Three Adjustments Sales Organisations Can Make The volume of b2b buying activity is rising. This is music to all our ears. However, with increased volume comes […]

24/02/2021

How Sales Planning unlocks Accurate Forecasting

A recent HubSpot report stated, perhaps unsurprisingly, that 40% of sales leaders miss their target. Managers spend a great deal of time forecasting, but leaders frequently […]

26/11/2020

So you think you know SCOTSMAN

So, You Think You Know SCOTSMAN®

A lot of businesses we come into contact with already believe in the power of SCOTSMAN® and use it within sales as a checklist to qualify […]

12/11/2020

Designing Sales Productivity Datasets in CRMs for Complex Sales

The sales function must deliver predictable, reliable and consistent forecasts, yet 80% of sales teams regularly miss their targets. In the US alone, this costs businesses […]

Resources

SCOTSMAN sales methodology is used to make balanced decisions when qualify deals

eBook: How to Qualify your Sales - Lose Quickly!

White Paper: Qualification and Commitments

A man uses SCOTSMAN sales methodology to problem solve sales forecasting issues

Guide: Using Root Cause Analysis and Problem Solving

A chart showing sales growth from achieving predictable sales forecasting

Achieve Predictable, Consistent & Reliable Sales Forecasting

A sales trainer explains the advance SCOTSMAN sales enablement model

Why Advance – A Complete Sales Enablement Model

eBook: The New Science of Sales Performance

A seller achieves sales performance excellence using SCOTSMAN sales qualification

White Paper: The New Science of Enabling Sales Excellence

Like in British Cycling marginal improvements make all the difference in opportunity management

White Paper: Aggregation of Marginal Improvements

The key to sales forecasting success is to improve seller pipeline management competencies

White Paper: Selling Skills and Behaviours Have To Change

Sellers collaborate on a deal using SCOTSMAN sales qualification

Guide: Account Planning Using Commitments

Sellers collaborate on planning an account using SCOTSMAN sales qualification

Guide: Deal Planning Using SCOTSMAN® and Commitments

A seller uses a structure problem solving process to improve sales forecasting in pipeline management

Guide: The Problem Solving Process

A group meet to progress a sale with the sellers using the SCOTSMAN methodology to identify the work needed

ebook: How to Make Persuasive Sales Meetings

Timetables are a form of commitments in commitment selling. This guide shows how assist in opportunity management

eBook: How to Design and Sell a Timetable

View an online sales training module demonstrating the biggest waste of time in opportunity management

Module: The Biggest Waste Of Time

28/06/2021

Three Strategies for Effective Negotiation and Objection-Handling.

A lot of solution-selling activity is focussed on persuading the customer to buy a product or service. But getting a good price for that product or […]

10/05/2021

How to Equip every Seller to Become a Top Performer

Three Competencies of an Elite Sales Team Elite b2b sales teams resemble elite sports teams in a lot of ways. A seller turns into an instinctive […]

09/04/2021

Managing the Conservative Buyer

Three Adjustments Sales Organisations Can Make The volume of b2b buying activity is rising. This is music to all our ears. However, with increased volume comes […]

24/02/2021

How Sales Planning unlocks Accurate Forecasting

A recent HubSpot report stated, perhaps unsurprisingly, that 40% of sales leaders miss their target. Managers spend a great deal of time forecasting, but leaders frequently […]

26/11/2020

So you think you know SCOTSMAN

So, You Think You Know SCOTSMAN®

A lot of businesses we come into contact with already believe in the power of SCOTSMAN® and use it within sales as a checklist to qualify […]

23/09/2020

An empty meeting room making requiring leaders to conduct remote opportunity management practices

How to Equip Sellers to Manage Opportunities Remotely

With fresh guidance to work from home affecting many, and with some forms of workplace-based social distancing expected to continue until 2022, many b2b sales teams […]