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

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Universities have become masters of the sales pitch

Great article in Marketing Professional

A while back Tom Pick sat in on a number of universities' "sales pitches" to prospective students and their families. As he listened, he began to draw parallels with B2B sales.

"One advantage that university marketers have over most of their B2B counterparts in optimizing their programmes is scale," he notes in a recent post at Webbiquity. Colleges can "fine-tune their messages ... based on thousands of interactions each year," he explains.

Ease sticker shock - Needless to say, universities have become masters at presenting cost breakdowns to families as tuitions soar. To ease pricing pain, try offering:

  • Product or service modules that customers can buy in affordable pieces.
  • A la carte products and services. Let customers choose what fits them best.
  • Bundles. Offer different levels of "product/service bundles, e.g., Basic, Premium, and Enterprise," Pick suggests. Discounts. Offer discounts based on factors like purchase volume or pre-payment.
  • Payment options. Let prospects choose to rent vs. buy, pay a monthly fee, or work out a long-term payment plan.

 

Universities have become masters of the sales pitch