SCOTSMAN® Sales Management Insights


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 […]

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 […]

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 […]

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 […]

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 […]

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 […]


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