Our team have had a great few days in the beautiful city of Bucharest with the EveryMatrix Sales and Account Management teams on their sales excellence journey with SCOTSMAN®. #scotsman #salestraining #salesexcellence #salesleadership
Advance - Creators of SCOTSMAN®
Professional Training and Coaching
Leeds, West Yorkshire 986 followers
Bringing Science to the Art of Selling
About us
Major B2B sales require complex planning to enable teams to allocate the resources needed to win, understand the politics of the customer and cope with the unexpected. We provide technology, process and behavioural change solutions designed to take the guesswork out of opportunity management. Our enablement model, combined with the Advance SCOTSMAN® Commitment Manager CRM add on, provides a comprehensive qualification checklist and sales planning tool supporting commitment-based selling. This enables organisations to implement robust sales forecasting practices and achieve a forensic understanding of their pipeline. Faced with shorter sales cycles and more educated buyers, B2B sales leaders have placed considerable effort in evolving their selling styles. Despite implementing CRM technologies and behavioural change training, approximately 70% of a B2B sales person’s time is still spent losing deals. Sales forecasts are littered with inaccurate probabilities which result in resources being wasted on unwinnable deals. Advance’s SCOTSMAN® Commitment Manager for Microsoft Dynamics 365 and Salesforce.com, and its supporting enablement model, provides the quality and planning tools required to bridge the gap between CRM and human sales behaviours through commitment-based selling. It redefines robust qualification as a planning tool using SCOTSMAN® criteria to probe the commitments the customer has made, highlighting the work needed to accumulate those commitments. As a result, sales organisations move away from measuring inputs and activity of sales people to measuring the quality of the opportunity; regularly testing the temperature against competition and inspecting what the prospect is doing to progress the sale. Sales opportunity management becomes a process driven by customer commitments around people, events and timetables. Regular inspection points underpinned by SCOTMAN® bring structure, consistent behaviours and a scientific rigour to pipeline accuracy.
- Website
-
http://www.advancescotsman.com
External link for Advance - Creators of SCOTSMAN®
- Industry
- Professional Training and Coaching
- Company size
- 11-50 employees
- Headquarters
- Leeds, West Yorkshire
- Type
- Privately Held
- Specialties
- Sales Consultancy, Online Sales Training, Change Management, eLearning, CRM Integration, Mobile Learning, Professional Services, Social Learning, Sales Process Mapping, Sales Training, Sales Transformation, Coaching, Leadership, Sales Process Management, Pipeline Qualification, and SCOTSMAN
Locations
-
Primary
Main Street
Linton
Leeds, West Yorkshire, GB
-
Employees at Advance - Creators of SCOTSMAN®
-
Mike Wilkinson
MD helping companies to deliver reliable, consistent and predictable sales forecasts and know when to lose quickly.
-
John Hurcomb
Projects Director at Advanced Selling Skills Academy - helping businesses sell more, and create more opportunities.
-
Ian Stewart
Managing Director at The Growth Engine Ltd
Updates
-
Thriving in today's complex market requires more than just experience. Our structured sales methodology equips seasoned professionals with the tools to navigate political sales and secure more wins. Elevate your strategy and stay ahead. Get in touch to discuss how our training programmes, support services and CRM apps can help you and your team. [email protected] #scotsman #salestraining #salesexcellence #salesmanagement
-
Struggling with Forecast Accuracy? Your CRM Might Be the Culprit! Are you constantly explaining to stakeholders why your CRM forecasts don't match actual results? Our latest newsletter uncovers the pitfalls of CRM-based forecasting and how focusing too much on individual opportunities can derail your sales process management. Learn what's needed to achieve more reliable predictions and improve your sales pipeline with robust process management. #SalesLeadership #CRM #SalesForecasting #SalesStrategy #SCOTSMAN #PipelineManagement
-
Are your sellers tired of the relentless form filling and box ticking that seems to dominate their sales process? Do you need to move from data capture to strategic planning? Our latest Newsletter explores these differences and how the SCOTSMAN® and Commitment Selling methodology can shift your perspective and empower your sales team to not just track what’s been done, but actively plan and execute what needs to be done to win. #scotsman #salesplanning #salesleadership #opportunitymanagement #crm
Beyond Form Filling: Embracing Strategic Planning in Sales
Advance - Creators of SCOTSMAN® on LinkedIn
-
Time, in sales, is everything. Every moment spent on an opportunity that doesn’t culminate in success is a moment lost, but this creates a culture of firefighting where what’s on the table inevitably takes precedence over filling the pipeline. Our latest article takes a hard look at time, the seller’s greatest but scarcest resource, and how to reclaim it successfully. #salesleadership #salesplanning #salesstrategy #salestraining #salestransformation #scotsman #salesmethodology
Time - friend or foe in sales?
Advance - Creators of SCOTSMAN® on LinkedIn
-
As 2024 rolls in, Sales Leaders are busy crafting their winning strategies. Our latest blog delves into why a structured sales methodology isn't just helpful but essential in driving effective change this year. Discover insights that could redefine your approach. #salesleadership #salesplanning #salesstrategy #salestraining #salestransformation #scotsman #salesmethodology
Planning for 2024
Advance - Creators of SCOTSMAN® on LinkedIn
-
This newsletter explains how sales leaders pursuing complex, enterprise B2B deals can set their teams up for success. It provides a battle-tested framework for qualifying deals with SCOTSMAN® and then directly influencing the decision win strategy using four key commitment types. #SCOTSMAN #salesleadership #salespipeline #salesoperations #salesopportunities #crm #salesforce #salesmethodology
Using SCOTSMAN® and Commitment Selling to Win Complex B2B Deals
Advance - Creators of SCOTSMAN® on LinkedIn
-
In the changing economic climate, managing complex B2B sales is even more difficult. More than ever, having a robust sales methodology is key to avoiding wasting time on losing deals. #scotsman #salesleadership #salespipeline #salestraining #salesenablement #salesskills #salesmanagement #businessforecasting
Managing Complex B2B Sales with SCOTSMAN®
Advance - Creators of SCOTSMAN® on LinkedIn
-
With everyone talking about AI and the impact on the workplace, we explore how these tools work hand in hand with SCOTSMAN® to support sellers. #SCOTSMAN #Salesmethodologies #AI #salesprocess #pipelinemanagement #opportunitymanagement
Aligning Traditional Sales Methodology with AI
Advance - Creators of SCOTSMAN® on LinkedIn
-
The sales function must deliver predictable, reliable and consistent forecasts, yet 80% of sales teams regularly miss their targets. In the US alone, this costs businesses an estimated $50bn per year (CFO Magazine). #CRMSystems #CRMSystemsOptimized #SalesProcesses #AdvanceScotsman #DataDrivenDecisions #Forecasting #SalesReach #SalesCompetitiveness #AdvancedSalesStrategy #SalesGoals #CRM #OpportunityManagement #SalesMaximization #SalesTeam #PotentialUnlocked #SCOTSMAN #SCOTSMAN #CommitmentBasedSelling #CommitmentManager #EnablementSolutions
Designing Sales Productivity Datasets in CRMs for Complex Sales
Advance - Creators of SCOTSMAN® on LinkedIn