31 stycznia | 5 min read AI-Driven People Management: Harnessing AI for Recruitment, Skills Development, and Sales Coaching The HR landscape has undergone a remarkable transformation, shifting from administrative tasks to strategic roles. AI’s impact on recruitment, skills development, and sales coaching undeniably paves the way for a data-driven, strategic HR function that drives organisational success. Read more
12 maja | 6 min read “We’re all account managers now” The move to complex sales and how VBS can help Is it simple? The world of sales has, historically, broken down into two broad areas. There’s ‘traditional’ simple sales (think Read more
12 maja | 1 min read Prices rising? It’s time to sell value Episode 13 -Prices rising? It’s time to sell value With prices on the rise across a broad range of industries, how can a value based selling approach help to overcome customer reluctance? In the first of 2 podcasts, we speak to industry expert Matthias Huckemann about this most business-critical of issues. Read more
12 maja | 1 min read Think global, sell local Episode 14 - Think global, sell local Sales Boost Episode 14: In an increasingly globalised economy, how much should we customise our value based selling approach to Read more
8 marca | 3 min read What’s the top trend in sales? We explore the changing nature of ‘value’ At the top of the list is ‘Customer Value Orientation’ – the idea that companies need to pivot from a product centric approach to one that emphasised providing ‘value’ to the customer. Read more
8 marca | 9 min read What is value creation in sales? Customer value can be defined as the difference between the benefits an offer brings to a customer and the costs and risks that that customer bears when they accept it. Read more
8 marca | 6 min read Why is value-based selling so important? Value based selling is more relevant than ever. We explain why value-based selling is so important for your salespeople and your business. Read more
16 grudnia | 4 min read ‘The best of both worlds’ – how hybrid selling replaced the new normal Mercuri International’s new ‘Hybrid Sales Report’ takes an in depth look at how the business landscape has changed over the recent, tumultuous period, interviewing industry leaders regarding their recent experiences. It examines the pros and cons of onsite versus online – and asks, “what now?” Read more
13 grudnia | 7 min read The Future State of… Organizations What role do organizations play in the Future State of Sales? From increasing customer value orientation, to the fight for talent, to the move to further integrate sales and marketing, to the demand for thought leadership – we take a closer look at the organizational trends playing a key role in the evolution of sales. Read more
13 grudnia | 7 min read The Future State of… People What role do people play in the Future State of Sales? From the urgent need for sales skills transformation, to the increased prominence of social responsibility, to the rise of ‘happynomics’ – we take a closer look at the human trends playing a key role in the evolution of sales. Read more