Bringing Science to the Art of Selling
Plan to Win or Lose Quickly
A sales process methodology designed for winning complex deals. SCOTSMAN® focuses on what the customer is doing and what actions they must take next.
Do I have a good solution to their problem?
Is there a bias?
A preferred supplier?
Do I have anything unique that they need?
Is the timescale achievable for us?
Does it demand too much effort for its size?
Is there a realistic budget?’
Are we talking to decision-makers?
Is there a need and a justification for the project?
5 Reasons Why Your Sales Team Should Use SCOTSMAN®
It redefines robust qualification, producing accurate metrics that score the sale, so sellers avoid wasting time on deals they will lose.
SCOTSMAN® provides a forensic understanding of the quality of each opportunity for improved forecasting accuracy.
It is a powerful sales planning tool, reducing ambiguity around decision-making, identifying the work needed to win the sale, or lose quickly.
It provides a templated time management tool, driving behavioural change, replicating what the best sellers do instinctively.
It adds quality measures to reporting, offering an additional set of KPIs to inspect, enabling leaders to support and coach.
Datasets Designed for a Structured Sales Process
Gaining a forensic understanding of the pipeline requires quality data. However, frequently CRM systems record quantitative data related to internal activities / stages of sale, resulting in poor and inaccurate forecasts.
Empowering your opportunity metrics with the SCOTSMAN® Commitment Manager CRM App enables sales leaders to execute the SCOTSMAN® method in a structured way. This optimises planning and qualification practices, strengthens data quality and improves forecasting.
Embed SCOTSMAN® into your CRM
SCOTSMAN® and Commitment Selling is the best and most relevant approach for our Solutions Team
SCOTSMAN® Redefines Robust Qualification
The SCOTSMAN® methodology continually tests the sale against eight areas and turns sales qualification on its head, by moving it from a simple Yes/No to a 3-way process.
If there are no problems then, of course, you proceed.
There are problems or some things we don’t yet know’.
If there are too many problems or they are too big then you walk away.
Accurately Gauge Customer Intent
SCOTSMAN® tells you if your customer is serious about buying a solution and when. By identifying the areas of concern in the opportunity, it helps sellers plan the work the customer must do to move forward. Customer commitments provide valuable insights into buyer intent, helping to measure the quality of the pipeline and answer the question: ‘will the customer buy from us?’
Will they buy?
Will they buy now?
Will they buy from you?
Operationalise SCOTSMAN® with Best Practice Enablement Tools
Achieve the Greatest Outcomes from your Sales Team
The combination of the SCOTSMAN® sales qualification methodology and the process of driving out customer commitments are crucial concepts to maximise sales resources and gain a forensic understanding of the pipeline.
Progressive sales operations leaders track customer actions – specific to their buyers’ journeys – to gain visibility into deal progress, enable advanced analytics, and provide their sales managers with better insight to help sellers close deals