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

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