SCOTSMAN® Sales Management Insights

8th June 2020
A sales manager reviews his sales pipeline management using SCOTSMAN methodology

The Four Essential Areas of Inspection in Strategic Sales

How to Alleviate The Fog: Accurate Forecasting Guidance for Leaders  Gartner has recently advised businesses to review their forecasting methods and use more predictive indicators on the dashboard […]
6th May 2020
5 Ways to Overcome Social Distancing Barriers in Complex Sales blog

5 Ways to Overcome Social Distancing Barriers in Complex Sales

Businesses are planning for a return to office working, with some staff continuing to operate from home. With Harvard Business School predicting that some social distancing […]
15th April 2020
Hitting the target is enabled when SCOTSMAN sales qualification is deployed

How to Flush out Sales Showstoppers in Complex Market Conditions

Delayed or lost deals are a stark reality of the current global corona virus pandemic. Gartner CSO research suggests that nearly 70% of B2B customers feel […]
6th April 2020
A seller receives online sales training in how to use SCOTSMAN sales qualification

Developing Sales Skills in Disruptive Times

What difficult times we find ourselves in. I was touched, like most, by the words from our enigmatic Queen at the weekend. We are all facing […]
26th March 2020
A facilitator coaches a team of sellers on SCOTSMAN qualitication tools

How to create a Framework for Robust Sales Process Management

In opportunity and pipeline management, sales leaders can inadvertently place a great deal of stress on the activity levels of their sales people. They may be […]
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. […]