KAM & Negotiation with a Consumer Goods company
Learn how Mercuri International applied the „Competence Clock” approach to design and implement a training program for a consumer goods
Insights
The Future of the Sales Rep
9 out of 10 sales managers find it increasingly important to differentiate sales approaches and processes to different customer segments.Mercuri
What is Sales Transformation?
Sales Transformation is based on the fact that sales organizations are facing more educated and autonomous customers today. Mercuri International
Why Sales Transformation?
Sales transformation is a six-step process developed by Mercuri International. The need for a significant shift in sales practices are
A clear picture is key for success
Working successfully with important accounts depends on good insight into these accounts. Read more about the core fundamentals of understanding
Global Procurement Study 2013
Mercuri International’s latest global research study zooms in on Procurement AND reveals why new customer acquisition is so difficult. Another
Implementing Successful Methods
The pressure to sell is always high. Market share, earnings or even careers are at stake. This can often lead
The importance of Sales Steering
To learn more about opportunities and challenges within Sales Steering please read this white paper.
Key Account Management is (also) a Top Management issue
Companies often face internal conflicts when it comes to the expectations on Key Account Management and on Key Account Managers.