SCOTSMAN® Sales Management Insights

28th June 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 […]
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 […]