The changing environment of the Sales Manager
Today, sales processes have become more complex and sales representatives need to embrace out-of-the-box-thinking, creativity and curiosity. Read more By
Insights
Explore and learn something new with valuable insights on sales transformation, business management and more.
Capturing new accounts
A report from CSO Insights 2013 shows that the two main objectives for Sales Executives are Capturing new accounts and
Do you practice Platform Thinking?
PT is a powerful tool for planning sales activities, resources allocation and calculating stability factors. To find out more, please read
The Bowtie approach to Key Account Management
Learn more about the bowtie approach to KAM from Dave Cusdin, Industry head IT and Technology at Mercuri International.
Important aspects of Key Account Management
Dave Cusdin, technology sector expert at Mercuri International, talks about the most important aspects of successful Key AccountManagement
Making the most of time in sales
Efficiency is the goal for working smarter and freeing up time. Below are some key rules that can help. To
No Need for Panic in the Sales Funnel
A professional sales process requires a delicate approach to sales control. This makes it easier for companies to plan a
From Opportunity To Order – Why Opportunity Management Is Important
Many organizations today want to improve the success rate in converting large opportunities into orders. Opportunities are where big volumes
Sales Excellence Survey 2012
The survey is based on responses from 1,150 interviews with sales executives in 23 countries, with 15 industries represented. Findings