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.
Do you find that opportunities slip from one month to the next, that sales professionals are over-optimistic, that dead-cert deals come to nothing, and that time is wasted chasing unwinnable business? And
All too often, opportunity management in CRM does not allow sales leaders to objectively see how well sales are progressing, or to judge pipeline quality. These are serious shortfalls, leading to false
Elite B2B sales teams resemble elite sports teams in a lot of ways. A seller turns into an instinctive athlete when they are with a customer; reading situations, adapting behaviours, tuning into
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.
The volume of B2B buying activity is rising. This is music to all our ears. However, with increased volume comes more and more “no decisions” — amounting to nearly half of all
Every complex sale has a shape. At the beginning there is energy: a fresh opportunity, a responsive customer, discovery meetings, a sense of momentum. At the end there is intensity: the proposal,
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.