SCOTSMAN® Sales Management Insights

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. […]

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 […]

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

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 […]

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% […]

Scene: Enter Mike Wilkinson and Salesperson Mike: You are involved with big complex deals that can take many meetings to drive through. What resource stops you […]