Taking Sales to a Higher Level

White Papers

White Papers

Negotiations and Price Handling

Negotiations and Price Handling

Sales people negotiate price, internally, more than they do with the clients. Why, and how can we change that?

By Jamie Barrette

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Stress Management (MI Lead) | MI Lead Stresszkezelés az értékesítésben vezetőknek

Stress Management (MI Lead) | MI Lead Stresszkezelés az értékesítésben vezetőknek

Click on the links on the right for either English or Hungarian version of White Paper focused on Stress Management (MI Lead).

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Sales Steering - Opportunities and Challenges | Az Értékesítésirányítás és a jobb értékesítési eredmények

Sales Steering - Opportunities and Challenges | Az Értékesítésirányítás és a jobb értékesítési eredmények

Click on the links on the right for either English or Hungarian version of White Paper focused on Sales Steering - Opportunities and Challenges.

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Opportunity to Order | A lehetőségtől a megrendelésig

Opportunity to Order | A lehetőségtől a megrendelésig

Click on the links on the right for either English or Hungarian version of White Paper focused on Opportunity to Order.

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Increasing sales with the help of third parties

Increasing sales with the help of third parties

Many companies have made a decision to sell their products or services without their own selling team. They have instead decided to use other formats to reach out to the market. 

This Mercuri white paper explores the challenges and opportunities with selling through third parties.

By Ajda Cuderman

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Sales Leadership in practice: Making quantity, direction and quality work

Sales Leadership in practice: Making quantity, direction and quality work

Manage the activity that delivers the result

“Objectives are not fate; they are direction. They are not commands; they are commitments. They do not determine the future; they are means to mobilise the resources and energies of the business for the making of the future.

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Sales Managers' objectives 2013 and the challenges

Sales Managers' objectives 2013 and the challenges

CSO Insight’s Sales Performance Optimization Survey 2013 shows that the two main objectives or concerns for sales executives are to capture new accounts and to increase sales effectiveness.

This Mercuri white paper explores the challenges connected to these objectives and what you need to do to overcome them.

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Selling to the top of the organisation

Selling to the top of the organisation

This Mercuri white paper looks at the challenging subject of working with top managers.

There is no question that successful relationship leaders need to be able to develop relations with senior people in their customers. So what difference does it make if you have strong relationships with top management?

By Richard Higham

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Selling to the top of the organisation_Sales meetings with senior executives

Selling to the top of the organisation_Sales meetings with senior executives

How to do it

Much has been written about behaviour when selling to top managers. Some of it is useful. Here is my distillation of what works based on reading, observing others sell and personal experience. Most of these are not absolute rules but useful guidelines. There will always be exceptions.

By Richard Higham

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Capturing new accounts

Capturing new accounts

A report from CSO Insights 2013 shows that the two main objectives for Sales Executives are Capturing new accounts and Increasing sales effectiveness. This white paper shows the challenges related to these objectives and what Sales Exectives must do to reach them.

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Implementing Successful Methods

Implementing Successful Methods

Why stressed salespeople sell less and don’t even feel that they are stressed.

The pressure to sell is always high. Market share, earnings or even careers are at stake. This can often lead to negative stress. But, contrary to the myth that a good sales person is a good actor, the effects cannot be hidden.

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Key Account Management is (also) a Top Management issue

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. One issue is how to balance long term investment in customer care with the need for meeting quarterly objectives? This paper explores this question further.

By Uffe Tollet

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Sales Efficiency

Sales Efficiency

Is it possible to achieve more with less? Successful teams are always expected to achieve ever-greater results. Perhaps the reason is that management itself is misguided, reaching out for the usual clichés of “work harder,” while the pressure falls on top performers to squeeze a little more from their clients.

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Is there a Future for Medical Reps?

Is there a Future for Medical Reps?

What makes the sales rep efficient,effective and worthwhile?

CHANGING ENVIRONMENT

Like in sales, jobs and job descriptions are changing over time. With the changes in the economy, in the financial models and the customer‟s expectations, the sales techniques have evolved, and with that so have the skill set we link to the sales ..

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Do you practice Platform Thinking?

Do you practice Platform Thinking?

PT is a powerful tool for planning sales activities, resources allocation and calculating stability factors.

By Alexej Nazarov

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Making the most of time in sales

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.

By Genevieve Lemarquis

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The Future of the Sales Rep

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 International recently conducted a global study among sales managers and sales directors with regarding the situation of the sales reps.

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Sales in the Third Millenium

Sales in the Third Millenium

If there’s one area in which the impact of the technological revolution we’ve witnessed over the last ten years has been underestimated, it’s surely in sales. That has been recently discussed on an article from Harvard Business Review.

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Why KAM goes wrong

Why KAM goes wrong

Key account management is a complex task. Doing it right requires commitment and, above, all, preparation. In this Mercuri International white paper, we outline 20 ways to get the most out of relationships with your top customers.

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