Professional Selling Skills

Professional Selling Skills

Receive information about our two day course for people who are new to sales or have a sales element within their role. Our Professional Selling Skills programme focuses on: Preparation, Presenting the solution, Overcoming objections and Closing the deal.
Join our next Key Account Management course

Join our next Key Account Management course

Create a stronger and more profitable relationship with your customer with our Key Account Management course on October 3rd-5th. This course is for sales people who have responsibility for managing strategic relationships with clients.
Sales Strategy Implementation

Sales Strategy Implementation

Helping global companies improve business results through sales strategy implementation, competence evaluation, sales training and platform workshops. We work with the world's leading companies helping them to enhance their sales performance.
Transform your Farmers into Hunters

Transform your Farmers into Hunters

Develop a comprehensive sales approach that engages and motivates the customer to buy with our Consultative Selling course on September 19th-21st 2017 at the Crowne Plaza Hotel, London Heathrow.
Discover the 20 required practices to succeed in the 3rd Millennium

Discover the 20 required practices to succeed in the 3rd Millennium

Transform yourself into a future proof sales professional. Understand the new buying behaviours. Align social selling with the individual and company sales process. Talk to us about 3rd Millennium Sales
Blended learning at Honeywell Building Solutions

Blended learning at Honeywell Building Solutions

Find out about how we worked with Honeywell Building Solutions to transform learning from a purely face to face, traditional medium to a blended approach; encompassing e-learning, virtual training & Clever Nelly.
Sales Activity & Pipeline Planning

Sales Activity & Pipeline Planning

Don't confuse activity with productivity. Do you know the shape of your sales activity? Our Sales Activity & Pipeline Planning course on November 7-9 will help you build a sales plan that will manage existing customers and find new opportunities.

Taking Sales to a Higher Level

A need for real Sales Transformation
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A need for real Sales Transformation

Mercuri International’s latest global research study shows how companies today face increasingly demanding and knowledgeable customers and that there is a need for a real Sales Transformation.

“Sales Managers and sales people must today far more master Assertive Selling and Consultative Selling skills. They must be able to analyse their customers’ and prospects’ buying journey and go through a real Sales Transformation when it comes to processes and practices to achieve their goals” says Nicole Dereumaux, CEO Mercuri International Group.

72% of respondents agree or strongly agree with that customers increasingly use news technologies to search information and evaluate alternatives, and 82% agree or strongly agree that customers are becoming increasingly demanding. 80% of respondents say they have already adapted their sales process to the purchase process of their customers, but previous research (CSO Insights’ report Sell Cycle Review Analysis in 2013) shows that companies still have problems with understanding their customer’s buying cycle. Only a small percentage of companies have this as a core competence and more than four out of ten businesses say that this is an area that needs improvement.

“Having a website, working with social media, using Google Adwords and practice banner advertising is not enough to meet today’s customers. Sales must instead work in a totally different way to sell to customers.” says Nicole Dereumaux, CEO Mercuri International Group.

The Sales Management study, based on interviews with 1.559 Sales Managers and CEO:s, also gives a number of benchmark figures for companies. It shows that on average companies:

  • Convert 1:3 proposals into orders
  • Get 14% new customers each year
  • Have 5-6 sales meetings per week per sales person
  • Get 7 orders per week

Facts about the study

Mercuri Interanational’s Sales Management study 2014 is based on phone interviews with 1.559 Sales Managers and CEO:s in 16 countries during March/April 2014. Industries covered in the study are Manufacturing, Engineering & Construction, FMCG and Durables, Finance & Professional services, Healthcare & Pharmaceutical and IT/Telecom. 

For more information about the Sales Management study: press@mercuri.net.

Nicole Dereumaux, CEO Mercuri International Group 
Telephone: +46 8 705 29 00 |Mobile: +33 6 08 43 23 53

Mogens P. Danielsen, analyst and head of Mercuri International Research Institute 
Telephone: +45 4593 4748 | Mobile: +45 4085 8914