SCOTSMAN® Sales Management Insights

24th April 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 […]
28th March 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 […]
21st March 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% […]
13th March 2018

How Can You Double Your Sales? A Play in One Act

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 […]
6th March 2018

Two meanings for Pipeline Qualification: which one do you apply?

In the language of selling, the word ‘Qualification’ is used in two different ways. The two uses are almost 180° opposite in meaning. The first way […]
27th February 2018

When Qualifying a Sale how do you deal with a major concern?

Convince Me I Should Bid A salesperson was asked to quote for a specific opportunity by a potential customer. He was very concerned that they expressed […]