SCOTSMAN® Sales Management Insights

10th May 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 […]
9th April 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 […]
24th February 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 […]
26th November 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 […]
12th November 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 […]
23rd September 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 […]