Improve Sales Performance

Improve Sales Performance

Mercuri International will support you in achieving powerful sales performance. Together with clients, our consultants define the desired results and measure the return on investment
Customized Sales Training

Customized Sales Training

We design and deliver customized solutions nationally and globally with hundreds of consultants who all have a strong background in sales.
Sales Management in Focus

Sales Management in Focus

Your Sales Managers are crucial to your organisation's sales success. Mercuri International can show you how to get the best from them.
Blended Learning

Blended Learning

With Blended Learning we offer our customers customized, motivating blended courses with a unique mix of classroom training and e-learning modules.
International Sales Projects

International Sales Projects

Effective, harmonised international projects are not just a sequence of standardised seminars in different languages. The specific selling situation/strategy and possible different local performance levels must be considered.
Mercuri International’s Global Sales Excellence Survey 2017

Mercuri International’s Global Sales Excellence Survey 2017

Mercuri International’s global survey uncovers secrets of sales excellence

Taking Sales to a Higher Level

Videos

The dimensions of key account management

The dimensions of key account management

What makes strategic account management work?  This video short highlights the five dimensions you must get right for sustained success.

 

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Strategic account management: objectives

Strategic account management: objectives

“If you don’t know where you’re going, then any bus will do!”  This video short looks at the different levels of objective setting for strategic accounts.  Putting these objectives in place will drive success.

 

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Strategic account management: strategies

Strategic account management: strategies

If you’re going to manage strategic accounts, you need to have a strategy in place!  This video short gives a quick overview of what it means to create and execute an account strategy.

 

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Strategic account management: three levels of understanding

Strategic account management: three levels of understanding

SAM requires us to understand our accounts better and better.  Here we highlight three levels of customer knowledge and provide tips on how to do it.

 

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Strategic account management: solutions part 1

Strategic account management: solutions part 1

Three things to know before you start to put ideas forward – compelling events, the competitive situation, how our solution is differentiated.

 

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Strategic account management: solutions part 2

Strategic account management: solutions part 2

The how of bringing our solutions to our strategic accounts.  Hot spots and white space analysis, strategic fit and coherence, effective communication.

 

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Strategic account management: solutions: people

Strategic account management: solutions: people

It’s hard to manage the people side of strategic account teams: Virtual teams, collaborative, coherent, compelling. It’s all about leading through influence without authority.

 

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Strategic account management: Managing part 1

Strategic account management: Managing part 1

What does it mean to manage a key account?  It’s more than big selling.  You need the disciplines of a general manager managing a “horizontal business unit”.

 

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Strategic account management: Managing Part 2

Strategic account management: Managing Part 2

This video short is about the account plan – why it matters and making it work.

 

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Strategic account management: Measurement

Strategic account management: Measurement

It’s really important to know how successful your account management is but measuring the top line alone is not enough.  This video short provides practical ways to measure effectiveness in SAM.

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Advice to others- Customer service excellence with Maersk Line

Advice to others- Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Behavior changes - Customer service excellence with Maersk Line

Behavior changes - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Comments from customers - Customer service excellence with Maersk Line

Comments from customers - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Driving the Decision - Customer service excellence with Maersk Line

Driving the Decision - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Introduction - Customer Service Excellence with Maersk Line

Introduction - Customer Service Excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Key Outcomes - Customer service excellence with Maersk Line

Key Outcomes - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Keys to Success - Customer service excellence with Maersk Line

Keys to Success - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Personal Involvement - Customer service excellence with Maersk Line

Personal Involvement - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Program Goal - Customer service excellence with Maersk Line

Program Goal - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Project Management - Customer service excellence with Maersk Line

Project Management - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Similar Situations - Customer service excellence with Maersk Line

Similar Situations - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Step 1 Analysis - Customer service excellence with Maersk Line

Step 1 Analysis - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Step 2 Consulting - Customer service excellence with Maersk Line

Step 2 Consulting - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Step 3 Training - Customer service excellence with Maersk Line

Step 3 Training - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Step 4 Implementation - Customer service excellence with Maersk Line

Step 4 Implementation - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Step 5 Consolidation - Customer service excellence with Maersk Line

Step 5 Consolidation - Customer service excellence with Maersk Line

This video is part of a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.

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Winning, growing and managing clients

Winning, growing and managing clients

View this video where Mr Higham explains how to win, grow and manage clients within the financial sector.

 

 

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Trends in bank relationship management

Trends in bank relationship management

View this video where Mr Higham explains how to win, grow and manage clients within the financial sector.

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Differentiating yourself

Differentiating yourself

Part of our series of best practices in how to win, grow and manage clients the financial & professional services sector.

Differentiating yourself from Mercuri International on Vimeo.

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The first five minutes with a client

The first five minutes with a client

Part of our series of best practices in how to win, grow and manage clients the financial & professional services sector.

The first five minutes with a client from Mercuri International on Vimeo.

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The first person your client calls

The first person your client calls

Part of our series of best practices in how to win, grow and manage clients the financial & professional services sector.

The first person your client calls from Mercuri International on Vimeo.

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Gaining client commitment

Gaining client commitment

Part of our series of best practices in how to win, grow and manage clients the financial & professional services sector.

Gaining client commitment from Mercuri International on Vimeo.

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Getting referrals

Getting referrals

Part of our series of best practices in how to win, grow and manage clients the financial & professional services sector.

Getting referrals from Mercuri International on Vimeo.

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Keeping in touch

Keeping in touch

Part of our series of best practices in how to win, grow and manage clients the financial & professional services sector.

Keeping in touch from Mercuri International on Vimeo.

 

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Preparing for client meetings

Preparing for client meetings

Part of our series of best practices in how to win, grow and manage clients the financial & professional services sector.

Preparing for client meetings from Mercuri International on Vimeo.

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Understanding the customer

Understanding the customer

Part of our series of best practices in how to win, grow and manage clients the financial & professional services sector.

Understanding the customer from Mercuri International on Vimeo.

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Advice to others - Interview with Gertjan van der Weijden at Philips

Advice to others - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Analysis - Interview with Gertjan van der Weijden at Philips

Analysis - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Background - Interview with Gertjan van der Weijden at Philips

Background - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Design - Interview with Gertjan van der Weijden at Philips

Design - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Implementation - Interview with Gertjan van der Weijden at Philips

Implementation - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Introduction to Philips Trusted Advisor program - Harry Jonkers, GAM Mercuri International

Introduction to Philips Trusted Advisor program - Harry Jonkers, GAM Mercuri International

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Keys to Success - Interview with Gertjan van der Weijden at Philips

Keys to Success - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Outcome for the business - Interview with Gertjan van der Weijden at Philips

Outcome for the business - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Outcome for the people - Interview with Gertjan van der Weijden at Philips

Outcome for the people - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Training - Interview with Gertjan van der Weijden at Philips

Training - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Why Mercuri? - Interview with Gertjan van der Weijden at Philips

Why Mercuri? - Interview with Gertjan van der Weijden at Philips

This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.

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Advice to others - Interview with Pierre Jover at HP

Advice to others - Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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The Analysis Phase of the Project - Interview with Pierre Jover at HP

The Analysis Phase of the Project - Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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Consolidation - Interview with Pierre Jover at HP

Consolidation - Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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The Consulting Phase of the Project- Interview with Pierre Jover at HP

The Consulting Phase of the Project- Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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Implementation - Interview with Pierre Jover at HP

Implementation - Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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Outcomes for the Business - Interview with Pierre Jover at HP

Outcomes for the Business - Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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Outcomes for the people - Interview with Pierre Jover at HP

Outcomes for the people - Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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Results of the Project - Interview with Pierre Jover at HP

Results of the Project - Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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Training - Interview with Pierre Jover at HP

Training - Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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Why Mercuri/PMI - Interview with Pierre Jover at HP

Why Mercuri/PMI - Interview with Pierre Jover at HP

This video is part of a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.

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The Bowtie approach to Key Account Management

The Bowtie approach to Key Account Management

Learn more about the bowtie approach to KAM from Dave Cusdin, Industry head IT and Technology at Mercuri International. This short video explains how to set up your organization for efficient Key Account Management.

 

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Important aspects of Key Account Management

Important aspects of Key Account Management

Dave Cusdin, technology sector expert at Mercuri International, talks about the most important aspects of successful Key Account Management

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The key drivers in the technology sector and what Mercuri International can do for you

The key drivers in the technology sector and what Mercuri International can do for you

Mercuri International's global practice leader within technology, Dave Cusdin, explains the key drivers within the technology sector and what Mercuri International can do for you in the that sector.

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Webinar on Financial Acumen for KAM

Webinar on Financial Acumen for KAM

Are you interested in how to increase the financial acumen among your Key Account Managers? Then listen to this one hour webinar, arranged on October 25 by independent research agency ESR, where Hajo Rapp from Siemens and Dave Cusdin from Mercuri International discuss this topic with ESR's Dave Stein and share their best practices and key learni..

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