SCOTSMAN® Sales Management Insights

06/04/2020

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 […]
26/03/2020

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 […]
18/02/2020

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. […]
25/10/2019

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 […]
02/10/2019

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. […]
14/11/2018

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 & […]

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