Onze visie

Onze visie

De wereldwijde experts zijn op gebied van sales en sales management
Onze missie

Onze missie

Wij helpen u om uw strategieën te implementeren en sterke verkoopresultaten te behalen.
Sales Award

Sales Award

Mercuri International in de Top 20 Sales Training organisaties, reeds 5 jaar op een rij
Sales in the 3rd Millennium

Sales in the 3rd Millennium

Wat is de rol van de verkoper in de toekomst ?
Ons aanbod

Ons aanbod

Check ons aanbod voor trainingen, workshops, coachings, consulting, competence evaluatie enz.
70% van de buying journey gebeurt online - Ja of neen ?

70% van de buying journey gebeurt online - Ja of neen ?

Mercuri International Benelux Survey Inkoop-Verkoop. Samenvatting van de resultaten onder "Nieuws"

Taking Sales to a Higher Level

White Papers

White Papers

10 geheimen om uw business te ontwikkelen

10 geheimen om uw business te ontwikkelen

Waarom hebben sommige ondernemingen meer succes dan andere? Mercuri International ontrafelt het geheim van de prestaties van deze bedrijven door hun kenmerken te vergelijken met minder succesvolle ondernemingen. Hierbij enkele conclusies.

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What are the secrets of sales excellence ?

What are the secrets of sales excellence ?

Do you often wonder:

How do some companies excel in sales? What drives their success regardless of sector, size or economic conditions? Do their stories offer insights that can help replicate their success?

Is Sales Excellence a function of strategy, process, structure or people? One of these? Some of these? All of these?  Or..

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4 Crucial Slides to Create Cool Sales Presentations

4 Crucial Slides to Create Cool Sales Presentations

by Jean-François Messier

In sales, there are four good reasons to use slides. Your sales presentation will be more effective with slides than without them if you use them:

To explain, i.e., to make clients understand you To prove, i.e., to make clients believe you To summarize, i.e.
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Only the Strong Survive (Key Account Management)

Only the Strong Survive (Key Account Management)

Only the strong survive

As the procurement of services becomes increasingly centralized, winning business means all or nothing. Building close relationships with your top customers is the secret to growing profitability in these challenging times.

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Reality Game - Levensechte bedrijfsituaties

Reality Game - Levensechte bedrijfsituaties

"In mijn 29 jaar bij het bedrijf is dit de beste trainingdie ik ooit heb gehad: buitengewoon praktisch en interactief. Doen! Echt leuk !"

 

Een levensechte ervaringDe deelnemers worden meegenomen op ontdekkingstocht en worden geconfronteerd met verscheidene situaties die zo "levensecht" op hunbusinessrealiteit lijken, dat zi..

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Make Sales Learning Stick

Make Sales Learning Stick

The Challenge

Sales leaders know intuitively that much sales training does not stick and the impact is often short-lived or selective.

This observation is backed up by data. The Sales Executive Council’s research indicates that as much as 87% of sales training may be wasted.

This is not only unacceptable.

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The difference between responding to needs and influencing

The difference between responding to needs and influencing

Every sales rep must decide between responding to needs and influencing when addressing a client’s request. And the sales rep must make this decision before preparing the sales presentation, because the sales techniques are not the same.

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Drie vragen die u zich MOET stellen bij elke presentatie!

Drie vragen die u zich MOET stellen bij elke presentatie!

Een commerciële presentatie geven bij een van u klanten is  het  machtigste middel om een klant te overtuigen.Het is het meest efficiënte middel om een klant te beïnvloeden, op voorwaarde dat u zich wel bewust bent én in staat bent om op de 3 volgende vragen te kunnen antwoorden.

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Sales in het 3e millennium

Sales in het 3e millennium

zie ook onze opleidingen

Waarom verkopers van het 3e millennium "charismatische technofielen" zullen zijn

Als er 1 gebied is waar de impact van de technologische revolutie, die we de laatste 10 jaar hebben meegemaakt, onderschat werd, dan is het zeker verkoop

In de hoofden van veel vertegenwoordigers en managers blijft ..

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8 Tips om een commerciële breuk aan te durven !

8 Tips om een commerciële breuk aan te durven !

Tip 1 – Ontdekking en analyse van elkaar scheiden

Bij elke ontmoeting met een klant zou de verkoper het spectrum aan mogelijkheden moeten opengooien door te zeggen: “Weet u, er is nog een andere manier om de dingen te zien” of “dat hangt ervan af…”De handelswijze van de verkoper is op dat vlak volle..

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Gamification - Dingen die tot nu toe vervelend waren, worden plezieriger!

Gamification - Dingen die tot nu toe vervelend waren, worden plezieriger!

Wat zit er achter het begrip “Gamification” verborgen? Wordt alles een spel? Deze vraag stelden zich ook de 300 deelnemers aan de internationale conferentie ISAGA in het Oostenrijkse Dornbirn.

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Wie zegt er dat uw logo op elke slide van uw verkooppresentatie moet staan ?

Wie zegt er dat uw logo op elke slide van uw verkooppresentatie moet staan ?

Uw bedrijfslogo gebruiken op elke slide tijdens een verkoopvergadering is nutteloos.Natuurlijk, er zijn vele redenen om uw logo op elke pagina van uw offerte te zetten, maar doe het enkel op de eerste en laatste slide van een presentatie.

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6 Succesfactoren in verkoop

6 Succesfactoren in verkoop

Het verwerven van nieuwe klanten is de nummer 1 prioriteit voor de meeste commerciële organisaties.In praktijk blijkt dit de meest moeilijke taak voor verkopers. Het toepassen van 6 belangrijke succesfactoren kunnen hun succesratio, in deze cruciale taak om de groei van de onderneming te verzekeren, drastisch verhogen.

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Back to the Future

Back to the Future

Wist u dat in de film van Steven Spielberg “Back To The Future“, het jaar 2015 het toekomstige tijdperk is dat zij bezoeken? 

Dus blijkt dat wij nu in de toekomst leven !

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What is Sales Transformation?

What is Sales Transformation?

Sales Transformation is based on the fact that sales organizations are facing more educated and autonomous customers today. Mercuri International has developed a deeply transformative six-step process to help sales organisations take the necessary quantum leap forward and reinvent the way they work.

By Serge Bret

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Why Sales Transformation

Why Sales Transformation

Sales transformation is a six-step process developed by Mercuri International. The need for a significant shift in sales practices are based upon the changes in buying behavior, primarily brought by market conditions and new technology. Here are some of the key drivers behind the need for sales transformation.

By Serge Bret

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Only the Strong Survive

Only the Strong Survive

Become a global service provider

Top accounts have an increasingly international dimension. Governance and structures are changing. Just five years ago, if a supplier wanted to sell services to one of the world’s top five banks, they would either service the client via a series of local contacts or work centrally with the head office.

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A clear picture is key for success

A clear picture is key for success

Working successfully with important accounts depends on good insight into these accounts. Read more about the core fundamentals of understanding your Key Accounts better.

By Michael Herrmann

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Sales Efficiency

Sales Efficiency

Is it possible to achieve more with less? Successful teams are always expected to achieve ever-greater results. Perhaps the reason is that management itself is misguided, reaching out for the usual clichés of “work harder,” while the pressure falls on top performers to squeeze a little more from their clients.

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Capturing new accounts

Capturing new accounts

A report from CSO Insights 2013 shows that the two main objectives for Sales Executives are Capturing new accounts and Increasing sales effectiveness. This white paper shows the challenges related to these objectives and what Sales Exectives must do to reach them.

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Sales Leadership in practice: Making quantity, direction and quality work

Sales Leadership in practice: Making quantity, direction and quality work

Manage the activity that delivers the result

“Objectives are not fate; they are direction. They are not commands; they are commitments. They do not determine the future; they are means to mobilise the resources and energies of the business for the making of the future.

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Sales Managers' objectives 2013 and the challenges

Sales Managers' objectives 2013 and the challenges

CSO Insight’s Sales Performance Optimization Survey 2013 shows that the two main objectives or concerns for sales executives are to capture new accounts and to increase sales effectiveness.

This Mercuri white paper explores the challenges connected to these objectives and what you need to do to overcome them.

By Serge Bret

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The changing environment of the Sales Manager

The changing environment of the Sales Manager

Today, sales processes have become more complex and sales representatives need to embrace out-of-the-box-thinking, creativity and curiosity.

By Jaap Tersteeg

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Sales Steering - Opportunities and Challenges

Sales Steering - Opportunities and Challenges

Current business uncertainties underline the challenges for business and Sales Management. How can we grow our company when the market is not growing?

By Juha Alanen

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Is there a Future for Medical Reps?

Is there a Future for Medical Reps?

What makes the sales rep efficient,effective and worthwhile?

CHANGING ENVIRONMENT

Like in sales, jobs and job descriptions are changing over time. With the changes in the economy, in the financial models and the customer‟s expectations, the sales techniques have evolved, and with that so have the skill set we link to the sales pe..

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Global Procurement Study 2013

Global Procurement Study 2013

Mercuri International’s latest global research study zooms in on Procurement AND reveals why new customer acquisition is so difficult. Another key finding is that the focus of purchasing is shifting from a unilateral pressure on prices to a comprehensive added value function.

Read more in this white paper.

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Key Account Management is (also) a Top Management issue

Key Account Management is (also) a Top Management issue

Companies often face internal conflicts when it comes to the expectations on Key Account Management and on Key Account Managers. One issue is how to balance long term investment in customer care with the need for meeting quarterly objectives? This paper explores this question further.

By Uffe Tollet

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Successful companies believe in KAM

Successful companies believe in KAM

How healthy is the management of your Key Accounts? We conducted a global KAM Health Check and asked managers around the world how well they manage their Key Accounts. In this paper you will get insights to benchmark against your own situation. 

By Martin van Setten

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