Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Negotiate with Confidence

Negotiate with Confidence

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiation Skills masterclass on October 30th - 31st. It is ideal for people in a sales, key account management, leadership or buying role who are directly involved in negotiations.
Sales Leadership in the Field Masterclass

Sales Leadership in the Field Masterclass

Do you engage in coaching visits with your team? Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on November 20th - 21st.
Lead & Motivate Your Team

Lead & Motivate Your Team

Do you create an environment that motivates others to perform? Join Mercuri's Leading and Motivating the Team professional masterclass on September 18th - 19th at the London Heathrow Crowne Plaza. Ideal for managers, and aspiring managers, who achieve their objectives through their team.
Transform your Farmers into Hunters

Transform your Farmers into Hunters

Develop a sales approach that engages and motivates the customer to buy with our popular Consultative Selling masterclass on September 25th - 27th and November 13th -15th at the London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

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4 tips to make a big sales impact

 4 easy to implement tips for a big impact with medium-sized accounts

There are  two distinct benefits of selling to medium sized accounts:

  • Most Customers in this category work with a one year time horizon,  - This makes it much easier to take care of margins per customer.
  • Total purchases are divided by these customers between a pool of vendors – Current volumes are therefore not hard to defend and improve.

You can leverage the growth and revenue potential and sell more products per Customer to your mid sized clients by making them come back to you. This can be done with a framework of 4 easy to implement tips:

  1. Analyse and understand where you stand with each Customer – What is our present status?  
  2. Be aware and alive to your current way of working with every Customer – How do we usually deal with this Customer?  
  3. On a planning horizon of three to five months decide what are your strategic result objectives – Where do we want to be in this account?
  4. Within that same time horizon, identify the strategic effort objectives with the Customer – What will we do get there? What competitive tactics will we use?

These 4 tips, diligently implemented, will draw existing Customers back to you in droves. You will make a huge impact with medium-sized accounts as you watch your re-buy and range-sales grow exponentially.

Find out more

You can access a ready-to-use bank of options in putting these elements to work available in the Mercuri Insight document: "Are your existing Customers coming back to you in enough numbers?".  Please call us for further information on +44 (0) 330 9000 800 or email us.

4 tips to make a big sales impact