SCOTSMAN® Sales Management Insights

01/11/2018

How to double your selling time? Focus on winning the winnable!

At the end of a year’s trading, you end up with a particular level of sales. But what stops you achieving twice that level? What is […]
31/10/2018

Do you have the infrastructure to enable Sales Excellence and deliver Predictable Revenue Growth?

We address the common issues experienced by most organisations with a simple sales enablement model concentrated on Leadership, People and Processes all focused on the customer. […]
11/05/2018

Does CRM opportunity management support predictable sales forecasts?

All too often, opportunity management in CRM does not allow Sales Leaders to objectively see how well sales are progressing or pipeline quality. These are serious […]
24/04/2018

Life is the Summation of Small Problems

I learned a great deal from my mentor – Dermot Bradley – the inventor of the SCOTSMAN® qualification tool and Commitment Based Selling. I have a […]
28/03/2018

How you can increase profits and revenues through marginal gains?

The journey and upward trajectory of British cycling is well documented (even though they have had some bad press recently). In the span of 8 years […]
21/03/2018

Add Value to Stay Alive

The 2015 report, “Death of a (B2B) Salesman,” by Andy Hoar, VP and Senior Analyst – Forrester Research, projected that 1 million sales professionals, or 22% […]

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