How can Mercuri International help?

Winning new customers

Ensuring a steady flow of new customers is good business sense because it:

  • Ensures that your customer base grows to support your overall sales growth objectives
  • Reduces reliance on achieving sales targets through the existing customer base
  • Increases your company’s market presence
  • Enables you to outmanoeuver competitor sales activity

How Mercuri can help

Help you define your new customer ‘selection criteria’ to ensure that overall new customer sales activity is focused on developing a customer base appropriate for your planned market strategy.

Provide robust sales activity management tools to ensure that the quantity of directed sales activity will secure the sales result for each sales quarter and for the financial year overall.

Map and improve your new customer acquisition process to ensure a common, measurable sales approach is adopted which will increase the quantity of sales converted in the sales pipeline.

Uplift the ability of your salesforce to implement best practice. In new customer acquisition enhance your sales approach, from the telephone appointment making stage through to gaining contractual commitment.

Ensure your sales force behaviours provide a key differentiator in the experience of the customer. This will help you outmanoeuver competitor sales force activity.

Retaining and growing existing customers

`Brick-walling’ your customer base is good business sense because it:

  • Defends your valuable, hard won customer base from competitor attack
  • Increases your sales profitability to sell more to existing trading relationships
  • Enables you to work with customers in ‘partner’ relationships and identify ongoing sales opportunities
  • Reduces reliance on new customer generation in order to secure sales revenue targets

How Mercuri can help 

Help you define tactical, strategic and key account relationships and the level of focus each requires in order to grow sales revenues.

Provide the latest thinking, approaches and structures to world-class key account management

Develop your sales force in key account management tools that provide a common, measurable approach to relationship development.

Coach your sales people in the soft skills required to retain and grow their existing key relationships. Develop the skills required to co-ordinate and lead internal key account teams.

Sales Management Process Efficiency

Measuring and improving sales management efficiency is good business sense because it:

  • Allows you to benchmark how effective your sales managers actually are
  • Provides clear insights into where good practice exists
  • Enables you to prioritise sales management development more precisely
  • Ensures you know what quality of sales management exists and how it should improve

How Mercuri can help

Analyse the current efficiency levels of your sales management team. Provide an accurate measurement against pre-researched world class benchmarks.

Tell you how likely it is that your sales managers will achieve future sales targets. Provide a direct correlation between their existing sales management efficiency ‘score’ and how this relates to sales result actualisation.

Highlight where exposures exist in current sales management efficiency: What is required and in what order of priority, to strengthen overall sales management effectiveness.

Help you identify the specific sales management behaviours required in order to increase sales result predictability.

Provide a clear, proven, robust Sales Management Process that will ensure a common, measurable approach to sales result fulfilment.

Value-based selling

Selling on value rather than selling on price is good business sense because it:

  • Enables your salespeople to sell more profitable deals
  • Reduces the pressure of discounting during the sales process
  • Increases the average order value of overall sales made
  • Secures better business now and in the future and ensures a customer base content to pay for the value you can provide

How Mercuri can help

Identify the specific value you can provide to your customers and how well this is currently communicated during sales pursuits.

Up-skill your sales force to be able to articulate your value proposition and how it will solve their business issues and meet objectives.

Provide a comprehensive toolbox of proven value-based selling models. Approaches, tools and techniques that ensure your proposed solutions are purchased at optimum profitability and revenue.

We will help your salespeople deliver sales processes that reduce the pressure to discount price.

Sales leadership and sales coaching

Turning sales ‘managers’ into sales ‘leaders’ is good business sense because it:

  • Ensures that sales leadership actions have a positive impact on sales team actions
  • Enables corporate strategy to be implemented on a day-to-day basis with prospects and customers at the ‘coal face’
  • Reduces staff turnover and increases sales profitability
  • Increases the predictability of securing planned sales objectives and revenue growth

How Mercuri can help

Show you what separates sales managers from sales leaders.

Provide robust sales leadership tools that ensure that the quantity, direction and quality of sales activity is continually analysed, planned and monitored.

Deliver sales leadership training that ensures your managers are implementing the right leadership actions, with the right sales people, at the right time.

Help your ensure that the future sales result is secured with far more predictability. We do this by developing your sales leadership team to effectively improve sales results, sales activity and sales competence.

Measuring customer satisfaction

Measuring customer satisfaction is good business sense because it:

  • Enables you to have a comprehensive understanding of what you do well, not so well and what to improve
  • Provides a prioritised action plan of how to win and retain more customers
  • Ensures sales and service actions and behaviours, outperform customer expectations
  • Gives you an ‘early warning system’ of the stability of your customer base and how to defend it from competitor activity

How Mercuri can help

Provide customer satisfaction research and analysis expertise that pinpoints what:

  • You do well now
  • Requires improvement
  • Should be introduced into your company strategy in order to secure your customer base.

Tell you, in order of priority, what customer satisfaction improvement actions are required.

Improve the skills of your service and sales teams to be able to deliver the prioritised actions needed.

Help you make the link between customer retention and staff retention and how to effectively, and quickly, improve both.

Measure the existing satisfaction levels of your valuable customer base. Provide you with a benchmark satisfaction ‘score’ on which to improve and re-measure in the future.