Forty years of decoded sales discipline — written down.
Articles, customer stories, white papers and guides on sales qualification, commitment selling, pipeline management and the methodology in practice.
At the end of a year’s trading, you end up with a particular level of sales. But what stops you achieving twice that level? What is the constraint? What resource don’t you
Research consistently shows that around 40% of sales leaders miss their target. Managers spend a great deal of time forecasting, but leaders frequently vocalise frustrations about inaccuracies. The negative impact of inaccurate
Understanding Is Not Enough MEDDIC is widely recognised and used across many organisations. Its focus on metrics, decision processes, and champions has given sales teams a useful framework to think about qualification.
Sales has never been more measured. Dashboards, forecasts, KPIs, deal stages — every number is available at a glance. And yet, amid all this visibility, a fundamental truth is too often forgotten:
It’s 3am. You’re staring at the ceiling, replaying the quarter in your head. The forecast is out, the pipeline looks healthy — just like last month, when 40% of opportunities quietly slipped.
Less than 50% of sales leaders indicate they have high confidence in sales forecasting accuracy. A forensic understanding of the pipeline is what enables leaders to manage based on fact, and the
How SCOTSMAN® changes the way real sales teams work.
Deep-dive case studies — what the team looked like before, what SCOTSMAN® changed, and what the numbers say afterwards.
How Total Enterprise Solutions (TES) Is Powering Higher Win Rates With SCOTSMAN®
Total Enterprise Solutions (TES) is a Staffordshire-based Microsoft Gold partner for Enterprise Resource Planning — and the only Microsoft Dynamics partner solely dedicated to the nonprofit and charity sector, working with leading
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How Redcentric Is Empowering Lasting Behavioural Change With SCOTSMAN®
Founded in 1997, Redcentric is a Harrogate-based managed IT services provider with more than 1,000 customers across the public sector, healthcare and commercial markets — delivered by 500+ staff across 11 locations
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The serious research — for CROs, sales leaders and partners.
Long-form thinking on qualification, commitment, forecasting and enablement. Free downloads — register once, access everything.
01 - Qualification and commitments
The Power of Two explained — how SCOTSMAN® and commitment selling combine to produce evidence-based forecasting.
02 - Achieve Predictable, Consistent & Reliable Sales Forecasting
What CROs, FDs and boards demand from forecasting — and the methodology shifts needed to deliver it.
03 - The Problem Solving Process
A step-by-step guide to running deal reviews that change behaviour — from what happened to what we will do differently next time.
04 - Managing Pipeline
How structured problem-solving applies to deal reviews and pipeline analysis. Practical tools for sales leaders.
05 - Seller Forecasting
How disciplined sellers close the gap between where they are and where they need to be.
06 - Selling Skills & Behaviours Have to Change
The buyer has changed. Most sales models have not. Why seller behaviour is the lever that moves outcomes.
07 - Aggregation of Marginal Improvements
What British Cycling teaches sales leaders. How a 1% improvement across eight criteria compounds into a transformed win rate.
08 - The New Science of Enabling Sales Excellence
Practical implementation lessons from large-scale deployments. What worked, what failed, and what every implementation team should plan for.
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Long-form thinking on qualification, commitment selling and the methodology in practice. Monthly, no fluff, written by the team behind the trademark.
For the full system — get the book.
Articles and white papers cover the parts. The book covers the whole — eight criteria, three-way scoring, commitment selling, and the SCOTSMAN® mindset.