Join our next Key Account Management masterclass

Join our next Key Account Management masterclass

Create a stronger and more profitable relationship with your customer with our Key Account Management course on March 6th - 8th. This course is for people who have responsibility for managing strategic relationships with clients.
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 April 17th - April 18th. Ideal for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Performance Management masterclass

Performance Management masterclass

Do your team members have their own performance plan? Do you have a template for improving performance? Join this Performance Management masterclass on April 24th - 25th. Align capability and activity to business objectives.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.

Taking Sales to a Higher Level

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Selling Smarter in the 3rd Millennium

Join our 3rd Millennium Sales course on May 15th - 16th 2018

The future of sales - The need to Transform

The world’s oldest profession has evolved with the times to meet the changing needs of every passing generation. It is now time, for another wave of change. The difference - this is not a gradual evolution. This is transformation. Even as technology transforms the way Customers buy, it also calls for sellers to transform the way they sell. Those who heed this call and are willing to transform, will ride this wave, taking their careers and organizations to greater heights.

3rd Millennium Sales - Find out what are the 20 required sales practices to succeed in the 3rd Millennium

Mercuri's 3rd Millennium Sales Concept will help you select and practice the skills required to transform yourself into a future proof sales professional.  3rd Millennium looks at how sales teams must adapt according to how much of the buying journey the customer has completed before they are ready to engage with you. Fierce competition requires smarter consultative selling than ever before.   

In 1980 the average percentage of Buying Journey before engaging with a sales person was 10%.  In 2014 it was 57%.  In 2017 it's more than 80%!  The IPhone was launched in June 2007. Since then, the way we communicate and how we gather information has changed drastically. It would be a surprise if these changes had no impact on sales. Sales is heavily impacted by the changes in communication and information gathering. The reason is quite simple: The buying journey of customers is changing. Not only in Business to Consumer (B2C), but in Busness to Business (B2B) as well:

  • 90% of decision makers say they never react on a cold call approach
  • 76% of buyers prefer a supplier recommended by their (social) network
  • 75% of  B2B-buyers state that they would prefer to buy online than from a sales person

The challenge now is that the "traditional" sales process does not cover the entire buying journey. 60% of the buying journey is most likely done before it comes to the first contact with sales people.

What does it mean for our sales practices and skills?

Develop your awareness of the changes in selling and attitude your sales and customer facing teams need to enhance business performance. Talk to Mercuri about Smarter Selling in the 3rd Millennium - call + 44 (0) 330 9000 800 or email Mercuri to receive more information on Selling Smarter in the 3rd Millennium.

Selling Smarter in the 3rd Millennium