The French post office La Poste was facing a major shift in their market and needed to sell new and different solutions to their B2B customers. But how do you convince customers who have a very strong opinion about you and your offer? And how do you ensure your sales people have the necessary competencies to do so?
Read more in this case study how La Poste managed to turn a downward trend, using Differentiated Selling©.
By Nicole Dereumaux
Sales people today are confronted with dramatically new and different sales situations. Customers and prospects are becoming increasingly independent of the sales person. Sales must adapt to a much more autonomous customer who has other expectations on sales people than customers used to have. The “one-sales-method-fits-all” no longer exists.
Mercuri International’s Differentiated Selling© model defines different customer mindsets, based on how autonomous the customer is and what preferences they have towards you as a supplier, and how to deal with them.
A recent report from CSO Insights shows that the two main objectives for Sales Executives in 2013 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.
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. Familiar?
By Barry Hilton
Today, sales processes have become more complex and sales representatives need to embrace out-of-the-box-thinking, creativity and curiosity.
By Jaap Tersteeg
PT is a powerful tool for planning sales activities, resources allocation and calculating stability factors.
By Alexej Nazarov
Many organizations today want to improve the success rate in converting large opportunities into orders. Opportunities are where big volumes or margin are at stake, or when there is a strategic client or product involved. In the current market situation, key opportunities must be managed properly.
Click on the .pdf file below and read this Mercuri International white paper to learn more about this.