Sales Management

Read about how Mercuri designed and helped implement a consistent sales methodology across the Ideal Standard International EMEA region by providing key account management, sales and negotiation skills training 

Blog from Dave Stein of ESR in the USA regarding the partnership of Mercuri and PMI

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Mercuri and PMI Expand Global Partnership.doc

The best teams always seem to be on their game and producing results. Here's how they do it!

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Hyper Effective Sales Teams

“I can’t help it, it’s not my fault! They should do something about it!” We have all heard this and we may even have said it as some sort of justification for non performance. In this article we examine the excuses and reasons!

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Excuses and Poor Performance

Does your training budget go far enough and does it get results? Ignore the myths Blended Learning is the future!

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Dare you ignore blended learning

We have had the “Credit Crunch” and we may or may not be coming out of recession. What can be done to survive the nightmare?

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Credit Crunch Disaster or Opportunity

Why would you waste time planning what might never happen when there is work to be done and it needs doing now? Is Project Management the problem or the solution?

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Cant we just get on with it

The practise of offering rebates to customers rather than upfront discounts is becoming more and more common in business to business sales environments. What are the benefits and risks?

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Adventures in Pricing

Many businesses have Key Accounts and Key Account Managers and most Senior Managers agree that effective Key Account Management is important. So why are the results often disappointing?

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Why KAM goes wrong

Do your Sales People understand your strategy? More to the point do your managers? This article illustrates where the issues lie and also what to do about them!

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Why is strategy so hard to implement