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Institute of Sales Management (ISM)

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  • ISM Webinar: Agile Selling in the Age of the Informed Buyer
    ISM Webinar: Agile Selling in the Age of the Informed Buyer
    Richard Barkey, CEO & Founder - Imparta Recorded: Nov 6 2018 50 mins
    The team at Imparta believes that Agile approaches – which have transformed the world of software development – are hugely applicable and significant to selling and to sales team development. In this session, Richard will provide insight into how an Agile salesperson can maximise value creation and win rates, and how Agile approaches can drive superior returns from sales training, especially when enabled by technology.
  • ISM Webinar: Why is sales coaching such a misunderstood development tool?
    ISM Webinar: Why is sales coaching such a misunderstood development tool?
    ISM Champion - Mike Lever Recorded: Oct 16 2018 30 mins
    Key Takeaways:

    More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities.

    Increasingly, company and sales leaders are turning to coaching as a solution.

    And, why not? Executive and personal-effectiveness coaching have historically yielded great results.

    What we commonly see are sales managers and leaders who:

    -Don’t have time to coach
    -Aren’t sure what sales coaches are supposed to do
    -Don’t have access to the tools and resources that can help them get the most of coaching
    -Don’t establish a consistent rhythm of coaching conversations
    -Can’t lead a great coaching conversation

    Reasons to Attend:

    This webinar explores the clear link and transferable skills from selling to coaching.

    We will bust some of the myths about coaching and show how you can turn on your coachees (the person you are coaching) internal voice.

    We will share with you our experience of supporting new directors, managers, and supervisors taking a coaching approach by learning to ask not tell.
  • ISM Webinar: Why don’t your salespeople do what they need to do?
    ISM Webinar: Why don’t your salespeople do what they need to do?
    ISM Champion - Mike Lever Recorded: Oct 9 2018 26 mins
    Key Takeaways:

    Are your salespeople not feeling the love from their prospects?

    Struggling to have long and meaningful conversations on the phone? They are not alone.

    In this webinar, we will explore why you and your sales team might be avoiding the things you really need to do.

    We will look at confidence and comfort zones in a selling environment.

    You will also get an introduction to the ABCD of you, your Awareness, Bias, Comfort zone and Decision-making.

    This is a must if you and your salespeople need to know more about what makes you tick

    Discover how you might go about improving your personal performance.

    Reasons to Attend:

    To be effective, they must understand the game has changed and their approach needs to change too - discover that:

    -Self-service has redefined sales
    -Prospects need a trusted advisor
    -Meaningful conversations are key to closing
    -Close the distinction between sales and marketing

    You need to adopt it sooner than you think, as the self-service world is not going away - and your competitors know this too.
  • ISM Webinar: Why Your Customer Sales Journey is Broken
    ISM Webinar: Why Your Customer Sales Journey is Broken
    ISM Champion - Nevil Tynemouth Recorded: Oct 2 2018 31 mins
    Key Takeaways:

    Let’s face it: There are many fragile – and oftentimes broken – moments in the customer journey.

    Departmental handoffs and changes in the channel, for instance, add complexity and threaten to derail purchases and sometimes harm loyalty.

    So how can you bridge those gaps and deliver the seamless experience your customers really want?

    Reasons to Attend:

    While the customer journey is fraught with troublesome grey areas, don’t fret. Focus on the following areas instead:

    -Awareness
    -Interest
    -Consideration
    -Action
    -Use
    -Advocacy

    This is based on our work on the psychology of consumer behaviour.

    The real customer journey, challenges you to see things from your clients and customers perspectives.

    We look at the emotional drivers and associations your consumers and potential consumers have.

    We will introduce you to the green line and what you need to do to put your customers in a positive emotional state and how this benefits your business.
  • ISM Webinar: How to create the self belief and confidence to sell brilliantly
    ISM Webinar: How to create the self belief and confidence to sell brilliantly
    Leigh Ashton Recorded: Sep 25 2018 28 mins
    Key Takeaways:

    This webinar is for you if you struggle with sales or specific sales activities and will open the door to understanding how you get in your own way of sales success...and how to develop a winning sales mindset that attracts success!

    Reasons to Attend:

    -Discover how your thoughts impact on your sales results
    -Learn how to identify your inner barriers...and how to eliminate them
    -Create your personal way of generating consistently great sales

    Many people feel uncomfortable selling. Part of it is to do with rejection – people saying “no” to you.

    Another part of it is to do with ethics – we don't want to be seen to be taking people's money!

    However, selling is not what it used to be.

    You can only succeed – in the long term - if you give value and help customers.
  • ISM Video: Stella Round - My department is accredited by the ISM
    ISM Video: Stella Round - My department is accredited by the ISM
    Institute of Sales Management Recorded: Sep 24 2018 10 mins
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Ruta Misiunaite - Two sales promotions since joining the ISM
    ISM Video: Ruta Misiunaite - Two sales promotions since joining the ISM
    Institute of Sales Management Recorded: Sep 24 2018 4 mins
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Paul Blair - My Biggest Challenges in Sales
    ISM Video: Paul Blair - My Biggest Challenges in Sales
    Institute of Sales Management Recorded: Sep 24 2018 5 mins
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Andy Matthews - Why I took an ISM Qualification
    ISM Video: Andy Matthews - Why I took an ISM Qualification
    Institute of Sales Management Recorded: Sep 21 2018 6 mins
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Webinar: The Art of Sales and Management
    ISM Webinar: The Art of Sales and Management
    ISM Fellow - Laurence Winmill Recorded: Sep 4 2018 50 mins
    I keep saying to business owners, C-Suite Executives, Managers and Employees that nothing happens in business until somebody sells something.

    That’s the message of this webinar. Great organisations are those that understand people, create and adapt process and manage with empathy and leadership that inspires everyone in the business to work, breathe and share the core values that underpin everything the brand stands for.

    Sales is all about people and the messages focus on why selling is an emotional experience and the essential human characteristics needed to be successful. It’s not about glittering CV’s or past reputation it’s about what you believe and how persuasive and authentic your messages are during your conversations between you and the client.

    However, structure and processes that keep the business on track are an important part of any organisation’s success and having the right leaders in place that understand people and live and breathe the visions and values of the company is an essential part of the machine.

    Great people, processes that work and inspired leadership is what this webinar is all about.

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