In Essence | A must read for the intellectual Sales Pro

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In Essence documents are annotations of insightful publications in academic journals of repute, fostering sales excellence. We have hand-picked these for your reading and reflection. Enjoy the experience.

6 Mind-Changing Tools to Communicate Complex Ideas

Redesign value delivery to enhance customer experience

Imagine you’re navigating a dense forest, once familiar but now overgrown with fresh vegetation, populated by new fauna and filled with unfamiliar challenges.

6 Mind-Changing Tools to Communicate Complex Ideas

“Every business leader is, in a sense, a teacher” says Prof Mitchell Petersen, Kellogg Business School faculty and Glen Vasel Professor of Finance. Writing for Kellogg Insights Petersen spotlights how the job...

Play Is Serious Learning

You have heard it before - “Play is serious business”. You don’t need a major in psychology to figure that out.Children learn almost all essential life skills through the medium of play. And they have loads of fun doing it.

Selling products to selling services-A completely different ball game?

Till a few years ago, most software companies sold “licences” for their products. Higher the headcount of employees in a buyer-company, greater was the potential for generating revenue. There is however, a tectonic shift from...

Sales Training Course in India |Increase Sales - Mercuri India | Training Organization

Increase Sales using Incremental Commitments

According to conventional sales wisdom, a lead first becomes a prospect. Later when objections are overcome and the deal is closed, that’s when the prospect gets ‘converted’ into a Customer. Not really, say Frank V Cespedes..

Sales Performance Improvement | B2B Sales Success - Sales Training India

Become Buyer Obsessed for B2B Sales Success

Who does this describe? – ‘Uncertain, stressed and anxious?’. That’s an easy one, you would say – A salesperson on his first call. Don’t the buyers have it all? They are so well informed and so precisely aware of their needs..

Sales Force Management | Sales Force Effectiveness - Mercuri International

What drives sales force effectiveness

World over, companies spend humungous amounts of money on their sales force. Do those spends make their sales force effective? A Kellogg’s Insight article titled Sales Force Effectiveness based on the research..

Strategic Sales Negotiation Training in India | Sales Negotiation - Mercuri

Five mistakes to avoid in sales negotiations

You are in negotiations to land that one large year-end deal. With that sale in your pocket, you will sail past your annual sales target by a big margin. And your bonus will double. Then comes the bad news...

Strategies to bust objections before they stall sales

Fear, it is said, is a negative kind of wish. And to the salesperson nightmare is a word that begins with an ‘O’. Don’t we all wish for smooth-as-breeze sales with no objections? But let’s borrow the buyer’s hat for a minute.

Take the guesswork out of your sales forecasts

Speaking of forecasts, anyone with some vintage in sales would relate to those “awful 48 hours” that Mathew Bellows talks about in his article Stop Guesstimating Your Sales Forecasts in Harvard Business Review May 17, 2012

3 secrets to transform your sales from good to great

The challenge with world’s favorite questions is that they have no definitive answers. And everybody claims to have one. Yet every now and then, someone undertakes brave new research that attempts to come up with serious answers.

And now for the good news: Sales rules the B2B landscape

In the beginning was the Word, declare the scriptures. But in the holy book of sales, in the beginning was Awareness. And with it, someone who went by the dark-sounding description of Suspect.

7 Mistakes B2B Salespeople should never ever make and how to avoid them

If there existed a holy grail of B2B sales, it would reveal the secret of what it takes to get procurement to sign the purchase order.

Why new Sales Success will come from (new) Sales Capabilities

Transactional hiring and training doesn’t seem to cut it When it comes to training spend, sales trainings get a bonanza.

6 Surprising Buyer Insights that can tip closure odds in your favour

What would you give to learn the one thing that swings sales deals? If you are willing to wager your year’s bonus on it, hang on. Because it is not one thing really, but six things according to research findings shared in an article published in Harvard Business Review (June 23, 2017).

Why larger wallet-share may not always mean a bigger bottom line

Facts are stubborn”, declared Mark Twain, adding in the same breath “statistics are more pliable” And that includes sales statistics, he should have said. Consider this notorious nugget, quoted ad nauseum in sales meetings

5 Easy steps to master sales skills even if you are not a salesperson

The question pops up amidst tinkling of glasses, minutes after your first drink at a social event. No, you get ready to explain, I am not in sales, I am in Production Engineering.

Insights

Here are some Mercuri India’s classic Knowledge Blocks, that address opportunities and challenges which Sales Professionals deal with at work.

Mercuri Mail

Our Sales Journal - Mercuri Mail - is a thoughtful compilation of meaningful articles drawn from our archives, and sales timeless management literature.

In Essence

In Essence documents are annotations of insightful publications in academic journals of repute, fostering sales excellence.

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Mercuri In Essence

In Essence documents are annotations of insightful publications in academic journals of repute, fostering sales excellence. We have hand-picked these for your reading and reflection. Enjoy the experience.

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