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.
Sales Leadership in the Field

Sales Leadership in the Field

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 September 11th-12th. Book now.
Sales Leadership Planning

Sales Leadership Planning

Develop a comprehensive sales activity management methodology and a clearly defined pipeline management process that will help improve conversion rates. Join the next masterclass on September 4th - 5th 2018 at London Heathrow Crowne Plaza.
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

Back

The New Sales Approach

Consider these statements:

  • 57% of the customer buying journey is completed digitally before the first serious engagement with a sales person, said CEB & Google in their 2011 study - Digital Evolution in B2B Marketing. (Since revised to 67% in 2014).
  • Research shows that the 80% of the sales community using social media is more efficient than those who do not use social media (LinkedIn State of Sales 2016).
  • Mercuri International’s recent global Sales Excellence Survey 2017 found that top performers reported significantly higher levels of leveraging a fully functional CRM tool and use of social media for Customer communication. And, the importance of leveraging social media is seen to increase substantially in the future, by all respondents across the performance spectrum. The survey responses clearly reveal digital tools are and will be even more critical for sales success.

Facts that no sales professional can ignore any longer

  • The detection of prospects in ‘buying mode’ via the internet will supplement conventional ways of qualification and targeting.
  • Leveraging the ‘online engagement tunnel’ to avoid unproductive phone calls to indifferent prospects.
  • Being present during Customer’s ‘online’ journey, among others, through social selling will serve to increase credibility and number of leads, and will exercise influence even before Customer is met face to face.
  • The analysis of the profiles of prospects on social networks allows to know them even before having met them, and more importantly to build relational bridges.
  • Sectoral analysis on the internet provides credibility and relevance to the salesperson right from the first contact.
  • An offer integrating online video and customer testimonials will have a much higher impact versus the traditional ‘offer’ sent by mail.
  • An economical simulator, appropriately configured and used, would add to the salesperson’s power in countering the standard “you’re too expensive” objection.
  • In competitive selling situations, new ways to cope with resistance and strong convincing skills will be keys in the persuasion process.
  • And finally, the use of distance selling tools will in many cases allow for a doubling of the ‘active sales time’ with the same headcount.

 

3rd Millennium Sales

Mercuri International's 3rd Millennium Sales Concept will hep you select and practice the skills required to transform yourself into a future proof sales professional.

Contact us on +44 (0) 330 9000 800 or email training@mercuri.co.uk to receive information on 3rd Millennium Sales, including the 20 required practices to succeed in the 3rd Millennium.

The New Sales Approach