“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
Insights
Explore and learn something new with valuable insights on sales transformation, business management and more.
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.
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
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.
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.
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.
‘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?”
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.
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.