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

White Papers

Successful Social Selling

Successful Social Selling

The office environment is dominated by a tense silence. All of the sales representatives are sitting at their desks, gazing mesmerized at their monitors and typing with great concentration on their keyboards.
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Evaluating learning impact

Evaluating learning impact

Learning and Development is a significant investment for many companies and, in the current economic climate, justifying this expense is becoming increasingly difficult. In the recent L&D annual survey by the Chartered Institute of Personnel Development (CIPD), it was highlighted that many organizations are struggling to evaluate the impact ..

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What are the secrets of Sales Excellence?

What are the secrets of Sales Excellence?

Do you often wonder:

How do some companies excel in sales? What drives their success regardless of sector, size or economic conditions? Do their stories offer insights that can help replicate their success?

Is Sales Excellence a function of strategy, process, structure or people? One of these? Some of these? All of these?  Or..

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Rationals Project Management

Rationals Project Management

Why Systematic Project Management is Important? How to avoid pit holes within Projects?

Written by Vesa Hilevaara / Mercuri Finland

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Negotiations and Price Handling

Negotiations and Price Handling

Sales people negotiate price, internally, more than they do with the clients. Why, and how can we change that?

By Jamie Barrette

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Global Sales Management Study 2014 - Why Sales Managers must transform sales

Global Sales Management Study 2014 - Why Sales Managers must transform sales

In this white paper, based on  1.559 interviews with Sales Managers, CEO:s and other people responsible for sales, we compare High Performing companies with Low Performing companies and what they do differently. Read more about what you need to do to become successful

By Mogens Danielsen, MI Research Institute

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Sales Process Survey 2014

Sales Process Survey 2014

To grow a business and operate more efficiently than your competitors, you need a well-defined sales process. This survey shows the lack of structured sales processes in organizations and why this is a problem.

By Mogens Danielsen, MI Research Institute

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What is Sales Transformation?

What is Sales Transformation?

Sales Transformation is based on the fact that sales organizations are facing more educated and autonomous customers today. Mercuri International has developed a deeply transformative six-step process to help sales organisations take the necessary quantum leap forward and reinvent the way they work.

By Serge Bret

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Why Sales Transformation?

Why Sales Transformation?

Sales transformation is a six-step process developed by Mercuri International. The need for a significant shift in sales practices are based upon the changes in buying behavior, primarily brought by market conditions and new technology. Here are some of the key drivers behind the need for sales transformation.

By Serge Bret

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Increasing sales with the help of third parties

Increasing sales with the help of third parties

Many companies have made a decision to sell their products or services without their own selling team. They have instead decided to use other formats to reach out to the market. 

This Mercuri white paper explores the challenges and opportunities with selling through third parties.

By Ajda Cuderman

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MI Differentiated Selling© - facing the revolution in buying behavior

MI Differentiated Selling© - facing the revolution in buying behavior

Sales people today are confronted with dramatically new and different sales situations. Customers and prospects are becoming increasingly independent of the sales person. Sales must adapt to a much more autonomous customer who has other expectations on sales people than customers used to have.

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Sales Leadership in practice: Making quantity, direction and quality work

Sales Leadership in practice: Making quantity, direction and quality work

Manage the activity that delivers the result

“Objectives are not fate; they are direction. They are not commands; they are commitments. They do not determine the future; they are means to mobilise the resources and energies of the business for the making of the future.

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Sales Managers' objectives 2013 and the challenges

Sales Managers' objectives 2013 and the challenges

CSO Insight’s Sales Performance Optimization Survey 2013 shows that the two main objectives or concerns for sales executives are to capture new accounts and to increase sales effectiveness.

This Mercuri white paper explores the challenges connected to these objectives and what you need to do to overcome them.

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Selling to the top of the organisation

Selling to the top of the organisation

This Mercuri white paper looks at the challenging subject of working with top managers.

There is no question that successful relationship leaders need to be able to develop relations with senior people in their customers. So what difference does it make if you have strong relationships with top management?

By Richard Higham

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Selling to the top of the organisation_Sales meetings with senior executives

Selling to the top of the organisation_Sales meetings with senior executives

How to do it

Much has been written about behaviour when selling to top managers. Some of it is useful. Here is my distillation of what works based on reading, observing others sell and personal experience. Most of these are not absolute rules but useful guidelines. There will always be exceptions.

By Richard Higham

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Capturing new accounts

Capturing new accounts

A report from CSO Insights 2013 shows that the two main objectives for Sales Executives are Capturing new accounts and Increasing sales effectiveness. This white paper shows the challenges related to these objectives and what Sales Exectives must do to reach them.

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A clear picture is key for success

A clear picture is key for success

Working successfully with important accounts depends on good insight into these accounts. Read more about the core fundamentals of understanding your Key Accounts better.

By Michael Herrmann

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Global Procurement Study 2013

Global Procurement Study 2013

Mercuri International’s latest global research study zooms in on Procurement AND reveals why new customer acquisition is so difficult. Another key finding is that the focus of purchasing is shifting from a unilateral pressure on prices to a comprehensive added value function.

Read more in this white paper.

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Implementing Successful Methods

Implementing Successful Methods

Why stressed salespeople sell less and don’t even feel that they are stressed.

The pressure to sell is always high. Market share, earnings or even careers are at stake. This can often lead to negative stress. But, contrary to the myth that a good sales person is a good actor, the effects cannot be hidden.

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The importance of Sales Steering

The importance of Sales Steering

In tough times Sales Steering is more important than ever. But what are the opportunities and challenges?

To learn more about opportunities and challenges within Sales Steering please read this white paper.

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Key Account Management is (also) a Top Management issue

Key Account Management is (also) a Top Management issue

Companies often face internal conflicts when it comes to the expectations on Key Account Management and on Key Account Managers. One issue is how to balance long term investment in customer care with the need for meeting quarterly objectives? This paper explores this question further.

By Uffe Tollet

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Only the Strong Survive

Only the Strong Survive

Become a global service provider

Top accounts have an increasingly international dimension. Governance and structures are changing. Just five years ago, if a supplier wanted to sell services to one of the world’s top five banks, they would either service the client via a series of local contacts or work centrally with the head offi..

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Sales Efficiency

Sales Efficiency

Is it possible to achieve more with less? Successful teams are always expected to achieve ever-greater results. Perhaps the reason is that management itself is misguided, reaching out for the usual clichés of “work harder,” while the pressure falls on top performers to squeeze a little more from their clients.

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Sales Steering - Opportunities and Challenges

Sales Steering - Opportunities and Challenges

Current business uncertainties underline the challenges for business and Sales Management. How can we grow our company when the market is not growing?

By Juha Alanen

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Successful companies believe in KAM

Successful companies believe in KAM

How healthy is the management of your Key Accounts? We conducted a global KAM Health Check and asked managers around the world how well they manage their Key Accounts. In this paper you will get insights to benchmark against your own situation. 

By Martin van Setten

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Is there a Future for Medical Reps?

Is there a Future for Medical Reps?

What makes the sales rep efficient,effective and worthwhile?

CHANGING ENVIRONMENT

Like in sales, jobs and job descriptions are changing over time. With the changes in the economy, in the financial models and the customer‟s expectations, the sales techniques have evolved, and with that so have the skill set we link to the sales ..

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The changing environment of the Sales Manager

The changing environment of the Sales Manager

Today, sales processes have become more complex and sales representatives need to embrace out-of-the-box-thinking, creativity and curiosity.

By Jaap Tersteeg

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Do you practice Platform Thinking?

Do you practice Platform Thinking?

PT is a powerful tool for planning sales activities, resources allocation and calculating stability factors.

By Alexej Nazarov

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Making the most of time in sales

Making the most of time in sales

Efficiency is the goal for working smarter and freeing up time. Below are some key rules that can help.

By Genevieve Lemarquis

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No Need for Panic in the Sales Funnel

No Need for Panic in the Sales Funnel

A professional sales process requires a delicate approach to sales control. This makes it easier for companies to plan a secure future. The success of such sales controls mainly depends on the way they are introduced. The future success of a sales rep depends on the quality of the early sales funnel phases.

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From Opportunity To Order - Why Opportunity Management Is Important

From Opportunity To Order - Why Opportunity Management Is Important

Many organizations today want to improve the success rate in converting large opportunities into orders. Opportunities are where big volumes or margin are at stake, or when there is a strategic client or product involved. In the current market situation, key opportunities must be managed properly.

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Sales Excellence Survey 2012

Sales Excellence Survey 2012

Mercuri International has just released our global survey revealing the secrets of how top performing companies maximize their sales.

The survey is based on responses from 1,150 interviews with sales executives in 23 countries, with 15 industries represented.

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The Future of the Sales Rep

The Future of the Sales Rep

9 out of 10 sales managers find it increasingly important to differentiate sales approaches and processes to different customer segments.Mercuri International recently conducted a global study among sales managers and sales directors with regarding the situation of the sales reps.

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Sales in the Third Millenium

Sales in the Third Millenium

If there’s one area in which the impact of the technological revolution we’ve witnessed over the last ten years has been underestimated, it’s surely in sales. That has been recently discussed on an article from Harvard Business Review.

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Why KAM goes wrong

Why KAM goes wrong

Key account management is a complex task. Doing it right requires commitment and, above, all, preparation. In this Mercuri International white paper, we outline 20 ways to get the most out of relationships with your top customers.

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