How SCOTSMAN® Works

One methodology. Three layers. One operating system for sales.

SCOTSMAN® isn’t just a method — it’s a complete operating system. Learn the discipline through training and the book. Plan every deal with the SCOTSMAN® mindset. Execute at scale with SCOTSMAN® AI. Three layers, one continuous customer journey.

The three layers

Learn · Plan · Execute. Every layer reinforces the next.

Each layer is a complete offering on its own — but the value compounds. Belief without capability doesn’t stick. Capability without belief doesn’t adopt. The full platform delivers both.

Training programmes & the book

“Selling is a process. When it’s not, it becomes a problem.”

The methodology installed via six training programmes and the published book. Classroom, virtual or simulator-based. The belief layer — without which nothing else sticks.

Six SCOTSMAN® training programmes
Classroom & virtual delivery
Pipeline Simulator gamification
The book on Amazon

View training →

The methodology in practice

“Be first past the winning post — or first out of the race.”

The eight criteria. The three-way 0/1/10 scoring. The Power of Two. Apply the methodology to every opportunity in your pipeline — score it, commit to it, or qualify out.

Eight SCOTSMAN® criteria
0/1/10 scoring discipline
Commitment selling framework
The three questions for every deal

Read the methodology →

SCOTSMAN® AI · the platform

“The classroom doesn’t scale. The platform does.”

The missing link between CRM and results. Every other tool measures what the seller says. SCOTSMAN® AI measures what the customer commits to — the true quality measure. Coach AI on every deal, 24/7, in any language.

Coach AI on every deal
Pipeline scored against the eight criteria
Forecast on customer commitment — not seller activity
Onboarding to get teams live fast

Discover SCOTSMAN® AI →

Delivery channels

Three ways the methodology gets to the team.

Up to 12 people

Classroom

Immersive, in-person sessions for cohorts. Distraction-free learning, peer discussion, role-plays against real participant deals. The format that produces the fastest behaviour change.

Up to 8 people

Virtual

Live virtual classrooms supported by self-paced modules. Built for distributed teams. Weekly cadence allows the methodology to bed in over weeks rather than days.

Gamification

Pipeline Simulator

A competitive virtual trading world. Teams apply SCOTSMAN® to simulated opportunities under time pressure. Used post-classroom to make the learning stick.

Where it all fits

The full SCOTSMAN® stack — past, present, future.

Each component has a role. Together they form one operating system — from the IP through to the AI platform that runs it daily.

Past · IP

The methodology & the trademark

Forty years of decoded sales behaviour, codified by Dermot Bradley and trademarked. The intellectual property that everything else is built on. The published book is the canonical reference.

Present · LEARN

Six training programmes & the book

Pipeline Qualification · Masterclass in Commitment Selling · Coach Business Leaders · Developing Relationships & Managing Accounts · Negotiation & Objection Handling · Professional Selling Skills.

Present · PLAN

The methodology applied

Eight SCOTSMAN® criteria · three-way 0/1/10 scoring · commitment selling · the three questions · the Power of Two. The disciplines that change how every meeting is prepared and reviewed.

Future · EXECUTE

SCOTSMAN® AI — the platform

The Pipeline & Qualification Platform. Coach AI on every deal, 24/7, in any language. Forecast you can run a business on. Lives at SCOTSMAN.ai →

Pick a layer

Start where you need to start.

Train the team. Read the methodology. Or run it on every deal with SCOTSMAN^® AI.