Sales Steering – Opportunities and Challenges
Current business uncertainties underline the challenges for business and Sales Management. How can we grow our company when the market
Insights
Explore and learn something new with valuable insights on sales transformation, business management and more.
Sales Managers’ objectives 2013 and the challenges
This Mercuri white paper explores the challenges connected to these objectives and what you need to do to overcome them.
Successful companies believe in KAM
How healthy is the management of your Key Accounts? We conducted a global KAM Health Check and asked managers around
Is there a Future for Medical Reps?
CHANGING ENVIRONMENT Like in sales, jobs and job descriptions are changing over time. With the changes in the economy, in
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
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