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Institute of Sales Management (ISM)

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  • Showpad: How to fix the broken buyer journey with digital transformation
    Showpad: How to fix the broken buyer journey with digital transformation
    Showpad Recorded: Jul 22 2019 3 mins
    Watch the video to gain insights to top tips from buyers like Bacardi and leading agencies on how a robust Sales Enablement technology along with CRM and marketing automation solutions, helps B2B organisations to:

    •Align sales and marketing for better customer experience
    •Close the gap between buyers and sellers to improve results
    •Improve customer engagement and retention with a unified approach
  • Showpad: Turbo-boosting digital transformation
    Showpad: Turbo-boosting digital transformation
    Showpad Recorded: Jul 22 2019 3 mins
    Watch the video to learn how Showpad’s Sales Enablement solution enables Kanthal to embrace digital transformation for better alignment between marketing and sales. With Showpad, Kanthal has improved growth by providing:

    - Customer intelligence in real-time
    - Easy access to assets stored in one flexible solution
    - Professional messaging to boost customer engagement
  • Showpad: Cambridge Medical Research - video customer story
    Showpad: Cambridge Medical Research - video customer story
    Showpad Recorded: Jul 22 2019 3 mins
    “The CMR commercial team absolutely loves the Showpad solution.” Dom Brown, Cambridge Medical Robotics, Product Marketing

    Watch the video to understand how Showpad’s Sales Enablement solution helped increase buyer engagement for CMR's next-generation robotic system, Versius by:

    •Allowing control over the content shared with customers
    •Providing visibility, transparency, and customer feedback
    •Enabling content reporting and insights into customer engagement
  • 10 tips for maximising your win rates
    10 tips for maximising your win rates
    Jon Williams, Managing Director, Strategic Proposals Recorded: Jul 4 2019 54 mins
    Reasons to Attend:

    •75% of Buyers say that proposals are the critical part of their decision-making process and therefore critical to winning business for many sales teams
    •Majority of clients and prospects are disappointed with the proposals they receive
    •In fact, according to recent research, most buyers think they could write better proposals than their bidders!

    Key Takeaways

    •Understand latest industry thinking
    •Leading insights into buyers
    •10 tips for maximising your win rates by ensuring your proposals are the best
    •Best practice examples


    Written proposals are a key part of winning business for many sales teams. Yet salespeople often find the process for responding to an RFP frustrating – and clients report being disappointed in the tenders they receive. According to Strategic Proposals’ most recent survey, the majority of buyers think they could write better proposals than their bidders!
    Join our July 4th webinar with Jon Williams, the managing director of Strategic Proposals, to gain insight into how leading organisations ensure their proposals are the best. Jon will share the latest industry thinking, best practice examples and his top ten tips for maximising your win rate.
  • How To Build High Performance Sales Teams That Make More Sales In Any Economy
    How To Build High Performance Sales Teams That Make More Sales In Any Economy
    Gavin Ingham: ISM Fellow Recorded: Jul 2 2019 70 mins
    Reasons to Attend:

    This #IAM10 High-Performance Teams webinar will help you to build world-class teams that are more motivated, more focused and more productive.

    Are your teams frazzled, constantly fire-fighting and drowning in day-to-day challenges? Do they struggle to find time to focus on their most important tasks? Does it sometimes feel like Groundhog Day where your people seem to be going through the motions, day after day? Do you feel like a small percentage of your people are on fire and the rest is just smoldering, lacking that important spark of motivation, commitment, and passion?

    Key Takeaways

    What could you achieve in your business if your teams were more motivated, more focused and more productive? What if you could light the touch paper and stand back and watch them ignite?
    Attend this webinar for more.
  • Simon Kucher Video: 3 key factors for optimizing your promotions strategy
    Simon Kucher Video: 3 key factors for optimizing your promotions strategy
    Simon Kucher Recorded: Jun 20 2019 3 mins
    Companies are leaving money on the table when it comes to their promotional strategies, says Simon-Kucher Partner, Ricardo Rubi. Find out the three key things companies should be taking into account when thinking about promotions to make sure you’re maximizing your growth without eating into your profits.
  • Simon Kucher Video: Recommendations on Digital Pricing for B2B Companies
    Simon Kucher Video: Recommendations on Digital Pricing for B2B Companies
    Simon Kucher Recorded: Jun 20 2019 3 mins
    "Focus on getting the fundamentals right and find out how you can improve your day-to-day pricing processes with digital support.” In this video, Dr. Andrea Maessen shares her short-term recommendations on digital pricing for B2B companies.
  • Simon Kucher Video: How to Monetize AI and Machine Learning Solutions
    Simon Kucher Video: How to Monetize AI and Machine Learning Solutions
    Simon Kucher Recorded: Jun 20 2019 3 mins
    We asked Partner and Board Member Madhavan Ramanujam how companies, especially those in the software, internet, and tech industries, can make money from their innovative solutions that use artificial intelligence and machine learning.
  • Simon Kucher Video: Sales Opportunity Self-Assessment
    Simon Kucher Video: Sales Opportunity Self-Assessment
    Simon Kucher Recorded: Jun 20 2019 2 mins
    Is your sales team failing to hit targets in a certain region? Or, are they meeting targets but there is room to go further? Take our 5-minutes Sales Opportunity Self-Assessment and receive immediate, actionable results tailored to your industry and market. Use this link to launch the assessment:

    https://www.simon-kucher.com/en/sales-opportunity-self-assessment
  • Growing sales with unified digital platform
    Growing sales with unified digital platform
    Jim Preston, Sales Director, Showpad Recorded: Jun 20 2019 73 mins
    Reasons to Attend:

    Today’s B2B buyers are more savvy and demanding than ever. They want a high quality, personalised and interactive content in real-time that will enable them to make informed buying decisions.

    Learn how a relatively new discipline, sales enablement, empowers teams with the tools, content, knowledge and skills to boost engagement with buyers resulting in improved returns. Furthermore, understand how digital alignment from CRM to marketing automation and sales tools, is essential for success empowering real-time activity and reporting through AI.

    Key Takeaways

    Understand how ‘Sales Enablement’ together with Digital Transformation help your organisation to:

    - Boost Sales and ROI through a centralised end-to-end platform that aligns Sales and Marketing.
    - Adopt a buyer-first approach by creating personalised, buyer-driven content in real-time to boost engagements and results.
    - Reduce cost and drive efficiency with AI-driven search, recommendations and integrated IT infrastructure.

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