Key account management is a complex task. Doing it right requires commitment and, above, all, preparation. Here, we outline 20 ways to get the most out of relationships with your top customers.
Sales people are generally optimists – you’ve got to be. It’s a tough gig and even the best are likely to fail twice in every three attempts. In fact, it’s the only profession where you can fail more than you succeed and still become a super success.
One of the biggest lies peddled in life is that people like change. Most find it extremely uncomfortable.
A common challenge facing many organizations today is balancing the learning preferences of a mixed generation team. Baby Boomers, Generation X and Generation Y employees all have distinctive learning preferences.
Paul, the National Sales Manager for BH Global was worried. For the third consecutive quarter sales growth was minimal and driven entirely by cross selling. The new client pipeline was dry and his team blamed lack of leads, pleaded for a better discount structure and complained about poor after sales service.
Stockholm, May 9th 2018 — Mercuri International has been included on Selling Power’s 2018 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.
Mercuri International has once again been selected one of the Top 20 Sales Training Companies globally by TrainingIndustry.com.
To receive a copy of the recording or slides from the recent APS hosted webinar with Mercuri's Euan Cunningham detailing why people buy from people please email us.
In sales we come across every possible type of buyer:Those that are focused on the task. Those focused on the relationship.
It’s all about your interactions with your peopleWhat they do How well they do it When they do it Who they do it with How much of it they do ...to achieve the results
Sales Management involves using resources provided by management to achieve better results.
"Never before did we reach such a high level of collaboration in our learning environment. It has really impacted the quality of the learning experience for the better."
"Well done! Digital learning very structured,very clear, conveys meaning and is reassuring for learners.
Location: Schlumberger Plc, 62 Buckingham Gate, London.
Are you looking to improve sales performance in 2018? If you are looking to make a change you need to assess where you need to make a change and where you need to do more of the same.
Join us at the Institute of Directors Open House 2018 for three days of inspiring speakers, seminars and workshops on how British business can keep pace with a rapidly changing world.
On Tuesday, 13th March, Businesswoman of the Year Karren Brady, CBE will headline three exciting days of exclusive content, covering keynotes, panels ..
There is a high degree of overlap between the expertise and skills required in sales and account management yet with account management, the emphasis is more on being the manager of the ‘customer’ project.
The Association of Professional Sales is delighted to announce that a major hurdle has been passed by the new apprenticeship qualification that it has been championing for sales executives.
The independent Institute for Apprenticeships has approved the standard, or list of competencies, for the Sales Executive Apprenticeship - a post-A L..
“Learn to question like Sherlock Holmes.” “That’s the way to understand what’s going on in your customers’ mind."Do you really know what your customer needs?
The truth, however is that when a salesperson asks questions, they often come more from a self-centric point of view rather than&nbs..
"A moment of truth is an episode in which a customer comes into contact with any aspect of the company, however remote and thereby, has an opportunity to form an impression."How it can be utilized to improve revenue growth and profitability
The concept of the Moment of Truth was introduced in the 1980s by Jan Carlzon when he was i..
Interesting article in HR Magazine today discussing tomorrow's budget and what that could mean for UK business and the HR community.Skills are vital to competing globally
" ...Also expected is a new government partnership with the CBI and the TUC to oversee a national retraining scheme, helping adults to retrain and get the new sk..
We are incredibly proud of the win at #BESMA2017 for Sales Development Programme of the year with Virgin Holidays for the “Selling At My Best” programme, led by Mercuri Strategic Business Manager Moyra Smith.
Thanks to the Institute of Directors (IOD) for hosting the Sales Excellence Insight Workshop with Mercuri Consultant and IOD member Darin Enefer.
The workshop, at the IoD's prestigious headquarters at 116 Pall Mall, Central London was an opportunity for members to network, share experiences and discuss challenges in sales strat..
Social selling is not a fad, but it's still good to talk! Sales people who use social selling have 51% more meetings with a greater chances of success. As with other sales strategies, social selling has an essential set of framework conditions which must be met to achieve success.
Claire Hansell from Bridge Street Global Hospitality won the Apple watch prize draw from our recent Sales Excellence seminar co-hosted with OA Executive.Sales Excellence Seminar
Mercuri Consultant Darin Enefer shared insights from our global survey on the secrets of sales excellence at the breakfast seminar&n..
It has been said over the past couple of years, that procurement departments are becoming increasingly powerful. They dictate how negotiations unfold as value propositions are torn apart and prices lowered until vendors can hardly think straight.It sounds like a horror story, right? But it doesn’t have to be that way.
Worldpay UK and eCom, the world leaders in modern money, partner with Mercuri to develop their sales and leadership professionals.
The Worldpay mission? To help customers prosper through insightful and trusted partnerships.
We'd love you join us for this two hour Breakfast Mini Masterclass on Wednesday 18th October, Park Regis Hotel, Birmingham, B15 1DT - Register for free nowWhy do some companies excel in business improvement? What drives their success regardless of sector, size or economic conditions? Do their stories offer insights that can help replic..
The Selling At My Best programme for Virgin Holidays has been shortlisted for Best sales training programme at the 12th annual Training Journal Awards 2017.
The Training Journal Awards recognise the ingenuity, creativity, passion and hard work of learning and development professionals from around the world.
More than 100 customer and consumer service agents from Electrolux UK worked together throughout the Spring and Summer in a series of customer service focused workshops.
Mercuri International is delighted to announce we have been notified we are finalists for this years prestigious British Excellence in Sales Management Awards (BESMA), having been shortlisted with Virgin Holidays for Sales Development Programme of the year for the “Selling At My Best” pro..
Two adjacent circles. Think of these circles as influences at work in every sales call. The one on the left is what you work on when you meet a customer who you have sold to previously. Then there is the other circle which stands for what you do while meeting new prospects. The circles represent two excellent ways to approach the sale.
There are two distinct benefits of selling to medium sized accounts:Most Customers in this category work with a one year time horizon, - This makes it much easier to take care of margins per customer.
Barry Hilton, MD of Mercuri International (UK), announces the new location for the UK headquarters of the global sales consultancy will be in Henley-in-Arden from Monday 10th July 2017.
You can develop your people through the Levy using both sales & marketing and business administration routes.
Managing sales involves use of five key resources:Product Pricing Promotion Distribution network People.
Of these, the biggest differentiator could be the salesforce. While the remaining resources are generally constant in the short run, salespeople can be inspired to maximize sales out of the potential opportunity in a territo..
....From a purely face to face, traditional, training medium to a more blended approach; encompassing e-learning, virtual instructor-led training and clever nelly.The pan-European challenge
With a remit to develop the capability of the Pan European Sales Team, whilst optimising costs and travel expenditure, the Honeywell Building Solut..
Is strengthening the sales function at a central level the key to a consistent Sales Excellence approach?
High performing companies are increasingly intensifying their central sales initiatives in order to professionalize and standardize sales across countries and/or regions.
There were a number of recurring themes at the Pharma Commercial & Sales conference focused around an ever-evolving market and the digital transformation. Presenters and delegates were ultimately asking the questions what is the future of the salesforce and what is the role of the Key Account Manager?..
It's the Professional Sales Awards today - please take a look at the Association of Professional Sales awards page
"Wednesday, May 17, is judgement day for the talented individuals and teams shortlisted for the Professional Sales Awards 2017, Britain’s first fully independent awards for the sales profession.
Great photos from our breakfast meeting in Dubai with the British Business Group Dubai & Northern Emirates.
The 20 + delegates from the professional services, hospitality and logistics sector listened to Mercuri Consultants John Mactear and Darin Enefer share insights around sales excellence and sales strategy implementation.
Great photo from Matt Everitt on LinkedIn
"Huge thank you and well done to The United Nations of Electrolux today in Budapest. A day spent generating innovative ideas and planning practical actions to drive up eCommerce traffic and conversion with customers was a very enjoyable one.
Does the Salesforce as we know it have a future?What is the real future of the salesforce? How's the role evolving in a changing environment and will the sales rep continue to play a role.
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.
Mercuri International (UK) and Virgin Holidays have been shortlisted for Best Sales Development Programme 2017 in the Professional Sales Awards for the “Selling At My Best” programme.
The awards, owned by Awards International, are run in partnership with Customer Experience Magazine and Cranfield School of Management and are ..
We will be discussing:Why do some companies excel in business improvement? Why top performers report significantl..
Mercuri International has once again been selected as one of the Top 20 Sales Training Companies globally by TrainingIndustry.com. The list is part of Training Industry's mission to continually monitor the training marketplace for the best providers of training services and technologies.
Managing sales involves using five key resources – Product, pricing, promotion, distribution network and people. Of these, the biggest differentiator could be the salesforce.
Thank you to our colleagues from around the world for attending today's Sales Evaluator briefing day.
Delegates from France, Thailand, Greece, Germany, Sweden, Benelux and Finland are:Discussing the benefits of assessing and benchmarking competence Debating how assessing competence can define a Sales Improvem..
Here are the six elements of successful High Impact Presentations:
Self Awareness: Understand your personality, build winning strategies around your strengths.
Preparation & Practice: Behind every powerful public speaker and presenter, there is tireless effort.
Sales Evaluator, Mercuri's new online competence assessment tool, helps you discover what development and coaching your sales and customer facing teams need to support your business objectives.
Based at our UK sales headquarters in Solihull, West Midlands, Amy Nuttall, Jo Fletcher, Darin Enefer and Lyndon Davies joined Mercuri on 2nd January 2017 and will have responsibility for developing new market and client opportunities within the UK and UAE.
Receive the Sales Excellence Survey 2017 infographic from Mercuri.Do you often wonder: How do some companies excel in sales? What drives their success regardless of sector, size or economic conditions? Do their stories offer insights that c..
1) Your sales strategy is clearly defined.
2) You use a blended approach when developing the sales competence of your sales staff (i.e. e-learning or virtual learning combined with classroom training).
3) The image of sales inside your company is excellent.
Mercuri's Strategic Business Manager Moyra Smith attended the Virgin Holiday "Peak Launch" Conference at CenterParcs Woburn yesterday:
"Thanks to our magicians and actors for raising expectations that the unexpected is possible and adding some star quality to our training.
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.
When planning a Learning & Development programme, managers want to know how they can be certain that the sales-force actually need the training they are planning. They also want to know the process to go through to create that certainty.
Mercuri and Maximize Your Time Events would like to thank everyone who supported A Night in Disguise Charity Ball in aid of Rockinghorse and the British Heart Foundation.
The ball was held at the Brighton Grand, with over 150 people in attendance.
In highly competitive markets, with customers more informed and independent than ever, differentiation is critical. Mercuri's Iain Harvey considers the advantages of using a Customer Specific Value Proposition.
This is an excerpt from Mercuri's "Finding the Value in Selling" whitepaper.
Article in the Training JournalMore than half of companies worldwide are failing to train their salespeople with the right skills, according to a new study by marketing and skills firm Corporate Visions.
Mercuri's Iain Harvey describes how to ensure both technical expertise and commercial flair in your sales team - Read the article in the latest issue of Winning Edge - The ISM (Institute of Sales Management) publicationDoes this seem familiar?
"My organization sells technical products, often complex and with a lo..
Mercuri's John Mactear and Jay Carlin from Emerge asked delegates during their 70-20-10 presentation at the Training and Development Show in Dubai: Which of these number combinations is correct? Does it actually matter? and perhaps more importantly: How smooth is the interface between academia and com..
What are some of the ways you can change your training to have more impact for the learners and the business objectives?
Employee training and development programmes should always be focused on meeting specific business requirements and have a measurable return on investment.
Mercuri's Competence Evaluator is the online competence assessment and benchmarking tool. It is the starting point for business improvement.What is competence?
Competence is the sum total of skills, knowledge and attitude:Skills: Those abilities which allow you to be effective in carrying out the required actions, fo..
Mercuri International (UK) Ltd is excited to be exhibiting at the National Sales Conference 2016. We will be launching Sales Evaluator, our new online competence assessment and benchmarking tool. It is the starting point for sales and business improvement.
Mercuri’s new online competence assessment and benchmarking tool, Sales Evaluator, enables you to measure the effectiveness of your sales and customer facing teams in terms of their skills, knowledge and attitude, utilising a comprehensive library of over 100 compet..
We attended the Cross Knowledge partner day yesterday. It was an excellent opportunity to share insight and discuss industry trends as well as learn more about Cross Knowledge's Learning Experience Platform and Learning Suite.
Great infographic from CIPD which summarises the key findings from their Learning and Development annual survey report:Assessing the impact of L&D activity
Half (51%) do not conduct any evaluation on the majority of L&D activities, or limit their evaluations to the satisfaction of those that take part.
Getting the most out of your team requires commitment.
Why do people do the things they do?
How can you, as a manager, adapt your behaviour in order to facilitate change in the team?
Mercuri's two day training course Leading and Motivating the Team reveals the answer to the above questions by focusing on moti..
Topics discussed include:The Mercuri 5-Step model The benefits to industry of using analysis tools as a starting point for improvement, particularly evaluating competence Internat..
It's not too late to book your place on Mercuri's upcoming Sales and Leadership Training Programmes.
"With the help of Mercuri, our sales managers now have consistent and proven techniques for managing and motivating the sales team.
Receive the link to the recording of our ISMM Webinar hosted by Mercuri's Moyra SmithEvaluating and improving competence to make the biggest impact on your business Receive link to the recording of our Competence Webinar Host: Moyra Smith, Strategic Business Manager – Mercuri International Do you know what skills, knowled..
Competency is the sum total of skills, knowledge and attitudes.Evaluating competence
Do you know which competencies your managers, leaders and sales/customer facing teams need to enhance business performance?Gaining commitment Time management Product knowledge Gaining Commitment Account..
In Aid of Rockinghorse and The British Heart FoundationA Night in Disguise at The Grand Hotel, Brighton
Friday November 18th 2016, 7.30 pm until late
Mercuri and Maximize Your Time are hosting a masquerade charity ball at the Grand Hotel Brighton in aid of Rockinghorse and the British Heart Foundation.
There are different ways of managing and coaching in the field:Development of the salesperson by observation and coaching Development of the salesperson by demonstration Joint Selling Assistance to the salesperson who cannot handle the situation Find out more:
Join Mercuri's next Sales L..
October 25th-27th 2016, Abu Dhabi, UAE
Now in its 4th edition, the Government HR Summit is exploring the new opportunities for Human Resource and Talent Management professionals to come together to share knowledge and network with C level executives from across the GCC, while stil..
LSI has been established in the utility industry since 1994, making them one of the first companies to operate in a deregulated market.The challenge
LSI Energy supply utility contracts to a wide range of organisations and businesses in a highly competitive and dynamic market.
Stand 400, Hall 4, Dubai World Trade Centre, 9-10 October 201670-20-10 - does it really achieve results?
Join Barry Hilton, Mercuri MD and Jay Carlin from Emerge on October 9th at 12:00 in the Learning and Development TheatreIncrease learning impact by combining tech..
Stockholm, May 25th 2016 — Mercuri International has again been included on Selling Power’s 2016 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.
Did you know that an independent study by YouGov and the Centre for Economics and Business Research (CEBR) found that UK plc would have increased turnover in the private sector by around £17bn if more effective negotiation had been in play?
From our extensive discussions with the LinkedIn Group, Sales and Marketing Executives (CSO/..
Press release --- Mercuri International has once again been selected one of the Top 20 Sales Training Companies globally by TrainingIndustry.com. The list is part of Training Industry’s mission to continually monitor the training marketplace for the best providers of training services and technologies.
Following hot on the heels of their success at the Personnel Today Awards, UK real estate company Savills’ “Raising the Bar” development programme, designed in conjunction with and delivered by Mercuri International, is a shortlisted finalist in the People Development Programme of the Year category of the Learning and Performan..
We are justifiably proud of the results that our key client Savills achieved at the Personnel Today Awards. We designed the winning programme in conjunction with Savills. Following the programme the pitch conversion rate has increased by 20% and the programme has delivered a RoI of almost 350%.
Having been nominated by key client Savills earlier this year Mercuri International are now shortlisted finalists for the prestigious Personnel Today HR Supplier Partnership Award.
To learn more please click on the following link:
Mercuri International announced as a Finalist at the British Excellence in Sales & Marketing Awards 2016
London, 4th December 2015: Mercuri International has been announced as a Finalist in the Sales Development Programme of the Year category at the upcoming British Excellence in Sales and Marketing Awards (BESMA).
Mercuri International has just entered into a strategic partnership with LinkedIn. This means that Mercuri is now a LinkedIn Sales Solutions Approved Training Partner.
Mercuri International will be training you in LinkedIn’s Sales Navigator – a tool used for social selling.
Mercuri International’s latest global research study shows how companies today face increasingly demanding and knowledgeable customers and that there is a need for a real Sales Transformation.
“Sales Managers and sales people must today far more master Assertive Selling and Consultative Selling skills.
Mercuri International has again been included on Selling Power’s 2015 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.
Mercuri International has once again been selected one of the Top 20 Sales Training Companies globally by Training Industry, Inc. The list is part of Training Industry’s mission to continually monitor the training marketplace for the best providers of training services and technologies.
Mercuri International has appointed Frank Herbertz as its new Chief Executive Officer commencing today. As planned Nicole Dereumaux, current CEO of Mercuri International, will retire. Frank Herbertz has been working with Mercuri International since 1996 and is currently MD for Mercuri International APAC.
This week, the experienced team of sales and technical experts from Hempel (a coatings manufacturer) have been dialling in from all over the world, to the second phase of their Opportunity to Order programme with Mercuri.
The learning design consultancy Celemi has completed a major update to the Celemi Profit Simulator™, designed to help companies find business improvement opportunities. The simulator is available, for free, in AppStore for iPads and on the web.
The story about how Mercuri International’s founder Curt Abrahamsson built a world leading company within sales development.
“Curt Abrahamsson. Who is that? Never heard of him?” That was the ingress of an article written by journalist Karl-Erik Sveiby in the magazine Leadership in the spring of 1991.
Mercuri International has appointed Mathias Pilhage as its new Chief Financial Officer as of June 1st, 2013.
Mr Pilhage have been working with Mercuri International since 2010 in the role of Business Controller/Deputy CFO, being able to build a solid foundation within our business and successfully supporting our local country units.
Third-Party evaluation reflects Mercuri International’s ability to deliver global projects with proven results, and the growth in new technology enabled tools.
Mercuri International recently completed a thorough assessment conducted by ES Research Group, Inc. (ESR), a sales training research and advisory firm.
Mercuri International is gathering all its research capabilities around the world under one name: Mercuri International Research Institute (MIRI). Conducting a lot of research each year, globally and locally, Mercuri International will now make all research available via one channel.
Mercuri International, the leading global sales training and sales performance consultancy, PMI, the leading provider of customized sales and account management solutions, and sales enablement technology provider Revegy today announce the Global Sales Velocity Alliance; a co-operation between the three companies to provide clients with a complet..
Leading a business requires a different mindset and skills than leading a sales team. During this webinar, you will learn how Hewlett-Packard Personal System Group (PSG) developed its sales leaders to be business leaders through an executive development program that resulted in increased revenue, margin and team deve..
Mercuri International has become a Forum Member of the independent research association CSO Insights. Each year, CSO Insights surveys thousands of Chief Sales Officers to analyze the challenges they find the most critical.
“We work a lot with research to validate our thinking and to build our customer solutions and concepts.
Mercuri International is starting business in Serbia in January 2013. The Serbian team will mainly deliver services in Sales Management, Powerful Sales Performance, In Company Implementation Projects and Open courses.
“We see a large potential in Serbia due to the country approaching the EU.
Mercuri International's subsidiary Celemi has completed a major update to the best-selling board-based business simulation Celemi Tango™. The 2013 version, developed together with Dr. Karl-Erik Sveiby, Professor at Hanken School of Economics in Helsinki, Finland, is designed to help knowledge-intensive companies with issues such as talent ..
Brandon Hall Group’s award Best Sales Leadership Program 2012 for the Fly High Program for Sales Managers.
Mercuri International/PMI and Hewlett Packard have been awarded Gold in the 2012 Brandon Hall Group’s Best Sales Leadership Program in the Sales & Marketing category.
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