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 Masterclass

Sales Leadership in the Field Masterclass

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 November 20th.
Consultative Selling

Consultative Selling

Sales Managers and sales people must today master Assertive and Consultative Selling skills. They must know how to analyse their customers’ and prospects’ buying journey. Develop a sales approach that engages and motivates the customer to buy with our Consultative Selling masterclass at the London Heathrow Crowne Plaza.
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 February 26th - 28th 2019 at the London Heathrow Crowne Plaza.
Sales Leadership Planning - 2019

Sales Leadership Planning - 2019

Develop a comprehensive sales activity management methodology and a clearly defined pipeline management process that will help improve conversion rates. Join the masterclass on February 5th - 6th 2019 at London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

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Selling Smarter in the 3rd Millennium

 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