The French company Banette, offering the license to produce flour and open bakery retail shops under the Banette trademark, has gone through major shifts in their market, and they have been required to fundamentally change their sales. Read more about their history, their journey and how they have approached the challenges they have faced.
In this global project Pöyry was looking for a new sales culture, a different attitude and structured but still practical approach to sales. Project included wide range of blended learning to deliver the tools and the skills to use the tools; workshops, interactive e-Learning, rapid learning video..
This is a series of videos based on interviews with Cary Bailey-Findley, Global Learning Manager Functional Development at Maersk Line, about the Customer service excellence program developed and successfully implemented with Mercuri International.
This project was highly innovative and very focused on the particular issues of a large and complex logistics organisation. It had to balance multi cultural differences in attitude and perspective with a need for continuity which is a pre requisite in a global brand corporation.
This is a series of videos based on interviews with Gertjan van der Weijden, Director of Customer Service and Operations at Philips Healthcare Benelux, about the Trusted Advisor program for Service Engineers developed and successfully implemented with Mercuri International.
The French post office La Poste was facing a major shift in their market and needed to sell new and different solutions to their B2B customers. But how do you convince customers who have a very strong opinion about you and your offer? And how do you ensure your sales people have the necessary competencies to do so?
Read more in this case..
Here you will find links to a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at Hewlett Packard, on the Fly High Senior Management Development program developed and successfully implemented with Mercuri International and PMI.
Many companies have an established Account Management approach and teams but often it is not working the way they want it to. Mercuri International has helped many companies to improve their business in the following areas:Maximising customer revenues through selling the complete portfolio profitably.
A case study from Celemi, a subsidiary of Mercuri International, on how ACL – a leading global provider of audit analytic technology – used Apples & Oranges to make the company’s experienced sales reps understand and work with value-based selling instead of price-based selling.
Mercuri International helped a client in the retail industry to improve the management of the customer portfolio and to improve the measurement of the impact of gains or losses of customers. “Very professional consultants, accurate diagnosis, appropriate and adaptable methods, that really created results.
Learn how Mercuri International applied the "Competence Clock" approach to design and implement a training program for a consumer goods company. The program brought a large increase in KAM and negotiation skills which led to an increase of 15% in turnover in two years.
A testimonial from one of our clients, Kuehne+Nagel - a leading global provider of fully integrated supply chain solutions – on how Mercuri International has worked with Kuehne+Nagel to improve their Sales Leadership, Sales Productivity Planning, Consultative Planning, Negotiation Skills, Presentation Skills, Sales Coaching and Customer Se..
A global Bank appointed Mercuri International to deliver 35 relationship-based negotiating programmes to 316 bank relationship managers across five departments, in ten months. The commercial impact has been tremendous and the training investment repaid in the first three months.
Sales Excellence in the Technology Sector A case study on how Mercuri International has helped one of the leading providers of desktop computers and notebooks to improve their sales and go from a market position of 2 or 3 in some countries to become number 1.
Learn how Mercuri International helped a client that needed to move from a reactive sales process in the world of photography to a proactive sales approach in the competitive phone market.
This case study shows how Mercuri International has helped one of the world's most prominent companies and Europe’s largest technology conglomerate to form closer and more effective relationship with key accounts and hence increase cross selling across different regions and industries.
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