SCOTSMAN® Sales Management Insights

18th February 2020
A sales forecast increases due to strong opportunity management processes

7 Ways to Equip Sellers to Negotiate and Win Big Deals

Much negotiation training concentrates on the methods that buyers can use to get a good deal from salespeople. The buyer apparently has power over the seller. […]
25th October 2019
A seller grapples with his pipeline management

Achieving Predictable, Consistent and Reliable Sales Forecasts in Complex Sales

Do you find that opportunities slip from one month to the next, sales professionals are over optimistic, dead cert deals come to nothing and time is […]
2nd October 2019

How do you capture the hearts and minds of key decision makers?

One of the hardest things is to be sat in a board room trying to explain to the c-suite what they should be doing and why. […]
14th November 2018

Why is Sales Planning Today’s no.1 Selling Skill?

How often have you heard business & sales leaders vocalising their frustration of poor sales forecasts that are not accurate, let alone predictable? Clearly delayed & […]
1st November 2018

How to double your selling time? Focus on winning the winnable!

At the end of a year’s trading, you end up with a particular level of sales. But what stops you achieving twice that level? What is […]
31st October 2018

Do you have the infrastructure to enable Sales Excellence and deliver Predictable Revenue Growth?

We address the common issues experienced by most organisations with a simple sales enablement model concentrated on Leadership, People and Processes all focused on the customer. […]
25th October 2019
A seller grapples with his pipeline management

Achieving Predictable, Consistent and Reliable Sales Forecasts in Complex Sales

Do you find that opportunities slip from one month to the next, sales professionals are over optimistic, dead cert deals come to nothing and time is […]
2nd October 2019

How do you capture the hearts and minds of key decision makers?

One of the hardest things is to be sat in a board room trying to explain to the c-suite what they should be doing and why. […]
14th November 2018

Why is Sales Planning Today’s no.1 Selling Skill?

How often have you heard business & sales leaders vocalising their frustration of poor sales forecasts that are not accurate, let alone predictable? Clearly delayed & […]
1st November 2018

How to double your selling time? Focus on winning the winnable!

At the end of a year’s trading, you end up with a particular level of sales. But what stops you achieving twice that level? What is […]
1st November 2018

How to double your selling time? Focus on winning the winnable!

So, for sales you work on what sort of rate are YOU winning? If you submit 10 proposals to prospects, what is your hit rate? In […]
31st October 2018

Do you have the infrastructure to enable Sales Excellence and deliver Predictable Revenue Growth?

We address the common issues experienced by most organisations with a simple sales enablement model concentrated on Leadership, People and Processes all focused on the customer. […]