Taking Sales to a Higher Level

Articles

Articles

Expertise in Sales

Expertise in Sales

We help you to

Optimize sales processes Develop Competences of all people involved in Sales Align Sales Systems & Tools Dimension the Sales Structure & Organization

Who are we working with?

Sales people, from front office to back office Customer service Sales Managers: from top management to top sales KAM

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Industry Sectors

Industry Sectors

As the leading sales performance consultancy in the world, Mercuri International understands that the challenges faced by our clients are industry specific. Our decades of experience, allied with strong specialized research enables us to be the number one partner in sales training and sales management.

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Impact Your Business Results

Impact Your Business Results

We use our 5-STEP model to structure our projects:

Analysis to define what works well and what needs to be improve in priority Consultancy to design the right solution in order to reach the common objectives Training to improve capabilities, competences, skills Implementation to change the sales routines Consolidation to assure the expected ..
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IT and Telecoms

IT and Telecoms

Powerful forces affect this fast moving sector. Mercuri International provides innovative and sector specific methods delivering Powerful Sales Performance for the major technology and telecommunications players

We have worked with over 80% of the major players in the last 5 years and for over 50 years we have been servicing the industry ..

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Sales and Negotiation

Sales and Negotiation

Mercuri International has a track record of more than 50 years in delivering increased sales results for our customers. Mercuri International's sales training delivers more than just skills. Powerful Sales Performance delivers the motivation, knowledge, habits and tools to generate sales excellence.

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Key Account Management

Key Account Management

Beyond "selling big," key account management requires both organisational and operational commitment to do it properly. Your key relationships can deliver outstanding results, but only with a robust and structured relationship management process.

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Sales Management

Sales Management

Mercuri International Sales Management development includes designing the right process, implementing the correct measures and supporting effective skills and behaviours in order to improve your sales performance. Your Sales Managers are crucial to your organisation's sales success.

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International Projects

International Projects

Make International sales growth a reality If your goals are to: Implement your strategy simultaneously, in multiple languages, and internationally Develop an international sales culture, but still maintain the individual needs of various countries across the globe Optimise sales strength of your international sales organisation Develop a global/int..
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Finance and Professional Services

Finance and Professional Services

Mercuri International helps our financial & professional services clients win, grow and keep profitable clients.

Over 500 clients across the sector have chosen Mercuri to develop their customer-facing people and those who lead them.

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Healthcare and Pharmaceutical

Healthcare and Pharmaceutical

This complex and competitive sector has unique challenges. Mercuri International works with major sector players to build practical and powerful Sales and Sales Management solutions which provide better sales results.

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Logistics

Logistics

The Logistics sector for Mercuri International covers sea, land and air transportation, airlines, hotels and the travel industry. Mercuri International has a proven track record in helping companies in these sectors to sell better.

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Manufacturing, Engineering and Construction

Manufacturing, Engineering and Construction

Mercuri International Sales Consultants have a proven track record of delivering professional sales training and sales consulting in this traditional yet demanding market sector.

Our expertise includes the management of successful Sales and Sales Management projects in:

Construction and House building organisations Aerospace and Autom..
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Blended Learning

Blended Learning

Blended Learning is today more than the mere juxtaposition of classroom trainings and e-learning modules. Our blended learning paths also include...

teasers online assessments to create commitment and motivation among the participants rapid learning modules : a simple, economic and customized preparation to the workshop very operational work..
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Business Simulations

Business Simulations

Train your people to make the right decisions to improve business performance

By creating life-like situations, the simulations create a challenging and compelling learning event which test the decision making within your sales teams.

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Celemi Board Games

Celemi Board Games

“To give a faithful client 2% discount is not a big deal!”

“The purpose of forecasting is just to keep Finance folks busy…”

“We got the order! If we invoice today or next week does not really matter, as long as I meet my quota.

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Decision Making Tools

Decision Making Tools

Tools developed with standard word processing, spreadsheet, presentation and collaborative software are often makeshift solutions and therefore not easy to use in the long term. We now provide automated tools which sales teams and sales managers can use for …

Opportunity Management (via opportunity plan formats and processes) Account Manag..
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Impact Training

Impact Training

Improve quickly your sales efficiency on targeted sales tasks

Companies sometimes have short-term sales issues that are not possible to address with medium term skills development plan. That’s why Impact Training exist. The aim of these two-day programs is to improve quickly the sales work in very specific areas like...

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Sales Strength Analysis™

Sales Strength Analysis™

Evaluate the strengths and areas of improvement of your sales organization

Mercuri International's Sales Strength Analysis™ helps to understand where the sales performance of a company really comes from through 7 general Key Performance Indicators (KPIs) and other important indicators selected among 43 possible ones.

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Retail

Retail

We help our clients to increase the effectiveness of their sales processes and to guarantee the implementation of the sales strategy through skills and competence development and effective sales methods and tools.

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Open Courses

Open Courses

Mercuri International offers a wide range of sales related development courses. We apply a learning methodology, called "whole-brain learning" to create powerful and engaging learning experiences for each participant.

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Align the Supplier's Objectives with the Customer's

Align the Supplier's Objectives with the Customer's

The keys to effective strategic account planning” is a bestpractice model Performance Methods Inc. has developed from our extensive client work in the strategic account management area as well as our affiliation with the Strategic Account Management Association.

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Assess and Strengthen the Account's Most Strategic Relationships

Assess and Strengthen the Account's Most Strategic Relationships

Assess and SThe keys to effective strategic account planning” is a best-practice model Performance Methods Inc. has developed from our extensive client work in the strategic account management area as well as our affiliation with the Strategic Account Management Association.

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A Continuous Stream of Interactions

A Continuous Stream of Interactions

A number of trends can be seen in the ways customers are behaving towards suppliers. Some customers are so busy that they do not have the time or focus to think about anything else. Some genuinely have no need for what you do right now (but may do at some point). Some are saying they have no budget. Some need to involve others in their decisions.

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Discover What the Customer Values Most and Validate

Discover What the Customer Values Most and Validate

The keys to effective strategic account planning” is a best-practice model Performance Methods Inc. has developed from our extensive client work in the strategic account management area as well as our affiliation with the Strategic Account Management Association.

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Integrate and Balance Account and Opportunity Planning Processes

Integrate and Balance Account and Opportunity Planning Processes

The keys to effective strategic account planning” is a best-practice model Performance Methods Inc. has developed from our extensive client work in the strategic account management area as well as our affiliation with the Strategic Account Management Association.

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Position and Differentiate Supplier's Unique Value with Customer

Position and Differentiate Supplier's Unique Value with Customer

The keys to effective strategic account planning” is a best-practice model Performance Methods Inc. has developed from our extensive client work in the strategic account management area as well as our affiliation with the Strategic Account Management Association.

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Referrals and Introduction

Referrals and Introduction

Why?

Referrals work because they involve a transmission of trust. The trust that your client has in you and your organisation is transferred quickly to the new contact. Conversion ratios are improved (in one case better than 3:1 from first contact) and time lags are reduced.

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Using financial insight to drive value selling

Using financial insight to drive value selling

Value selling centers on creating customer-specific value propositions, no doubt a familiar term. Rather than simply presenting what he has, the account manager and his organization focus instead on understanding the client’s business.

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Define What Is a Strategic Account and Assess Ongoing Fit

Define What Is a Strategic Account and Assess Ongoing Fit

The keys to effective strategic account planning” is a best-practice model Performance Methods Inc. has developed from our extensive client work in the strategic account management area as well as our affiliation with the Strategic Account Management Association.

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