Do you know...

Do you know...

How closely aligned are your people's competences with the activities they need to do day to day? What makes your best people so successful? Can your sales team effectively implement your sales strategy? Evaluating competence will help you answer these questions - Sales Evaluator.
Plan and implement effective sales strategies in 2018

Plan and implement effective sales strategies in 2018

Develop an effective sales activity management methodology with Mercuri's Sales Leadership Planning training course on February 6th -7th. This course is for all Sales Directors and Sales Managers who lead and manage a sales team.
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.
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.
Consultative Selling

Consultative Selling

Develop a highly effective, successful and professional approach to selling that engages and motivates the customer to buy. Join our Consultative Selling open course on January 30th - February 1st 2018 at London Heathrow Crowne Plaza.

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