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.
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..
Read more
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..
Read more
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..
Read more
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...
Read more
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.
Read more
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
Read more
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.
Read more
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.
Read more
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.
Read more
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.
Read more
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).
Read more
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
Read more
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.
Read moreExplore your Knowledge Centre
Insights
Here are some Mercuri India’s classic Knowledge Blocks, that address opportunities and challenges which Sales Professionals deal with at work.
Read more
Mercuri Mail
Mercuri Mail is a thoughtful compilation of meaningful articles drawn from Mercuri India archives, and from timeless management literature.
Read more
Build Your Library
Extreme Money: The Masters of The Universe and The Cult of Risk - Satyajit Das
Read more
Selling is Beautiful
Whatever the size of the quota, your sales team can crush it, with these Sales Tarot cards, lived one at a time.
Read more
Beyond Sales
“If banks cannot be truly Customer intimate, they are doomed to be just dumb commodities, acting behind the scenes, like utilities” – J P Nicols
Read more
MI Quest
How can the Sales Training Professionals of today design learning experiences that engage and inspire sustainable excellence in their audience?
Read more
100 WAYS TO SALES RESILIENCE
In this series "100 Ways to Sales Resilience" we share simple yet powerful ideas that you and your sales people can use to overcome sales challenges ahead.
Read more