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Institute of Sales Management (ISM)

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  • The Art of Sales and Management
    The Art of Sales and Management Laurence Winmill, ISM Fellow 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.
  • How to Build a Powerful Partner Sales Channel & The 13 Mistakes to Avoid
    How to Build a Powerful Partner Sales Channel & The 13 Mistakes to Avoid Marcus Cauchi, ISM Fellow Recorded: Jul 24 2018 61 mins
    Are setting up a new channel or trying to revitalise an old or underperforming sales channel?

    Have you invested time and money recruiting partners but feel disappointed they aren’t producing or have fallen silent?

    Do partners bring you requests for duck-shoot demos that result in sales cycles that seem never to close?

    Channel Partner Sales Managers have one of the toughest jobs in sales or sales management. They have to:

    * Lead and manage without power
    * Carry large targets and are responsible for key accounts
    * Recruit partners who produce predictably & consistently
    * Get the best out of partners
    * Create and maintain engagement across partner organisations (sales, technical & management)
    * Help partners make good money and stay committed & loyal

    If you want to gain marketshare and expand quickly, identifying and selecting the right Channel Partner Sales Managers can be the key. Providing them with the correct tools and resources is essential.

    Join us on 10th July for a webinar introducing a radical new approach to channel sales development.

    Ideal for:

    * Startup businesses looking to build a channel from scratch
    * Established business experiencing erratic or disappointing channel performance
    * Companies looking to launch new products and services
    * Companies launching into new markets
    * Direct sales organisations looking to reduce their sales costs & headcount without a loss of earnings or quality
  • Onboarding: How to Turn an A-Player into a B-player in Under 4 Weeks
    Onboarding: How to Turn an A-Player into a B-player in Under 4 Weeks Marcus Cauchi, ISM Fellow Recorded: Jul 17 2018 49 mins
    You’ve just hired James Bond on to your sales team and you have high hopes for his performance. Assuming you really did hire James Bond and not Mr Bean in a Tux, what can you do to ensure disappointment?

    Why! Fail to do a proper onboarding process! Delude yourself into thinking you hired an adult, a professional, someone who can be depended on to hit the ground running. “John is a big boy and doesn’t want me crowding him. I’ll let him get on with it.”

    This is called management by abdication and is one of the cardinal sins of sales management.

    Onboarding is the lost element of successful recruitment. The best sales managers have a 120 day onboarding plan for new hires. Why 120 days? Because that is the probation period a new hire is typically putting you (their manager, the job they actually bought, the company and the other people on the team) on in case they believe they have made a bad choice of career move.

    You’ve invested time and money in attracting them, selecting them, offering them, legal & HR costs, managing their notice period, paying them, training them and you risk blowing your winnings because you’re too busy, too stupid or too lazy to finish the job you started!

    Onboarding is not about giving them an Ops & Employee Manual to read, giving them some product training and provisioning them with passwords, a laptop and a phone. Those are the tiniest part of a good onboarding process. Onboarding should set up a new hire for success. It should be structured and confirm that you have made the right hire. It should tell you quickly if you haven’t so you can hire slow and fire fast.

    A reliable onboarding process needs to cover 3 things:

    * What do they need to know?
    * By when do they need to know it?
    * Where can they find it?
  • Why Your Sales Manager Is Your Biggest Liability
    Why Your Sales Manager Is Your Biggest Liability Marcus Cauchi, ISM Fellow Recorded: Jul 10 2018 53 mins
    We all think we know the cost of a wrong hire in sales. Many of us have paid the heavy price, but we often do we overlook the person whose job it is to hire the best and get the best out of them, the Sales Manager. If you think hiring the wrong salesperson is expensive, you can multiply that cost by 5-10x when you hire the wrong sales manager.

    * Does your manager try to manage the numbers?
    * Is your manager focused on being a supervisor?
    * Do they treat recruitment as a chore and an interruption to their real job?
    * Are they taking too long or failing to manage turnover?
    * Are they managing from an ivory tower?
    * Do they confused training with coaching and why does this matter?
    * Do they rescue & accidentally create a culture of upward delegation & learned helplessness?
    * Do they believe the excuses they hear?
    * Are they more concerned with being liked than being effective?
    * Are they inconsistent or lack clarity?
    * Do they do what was done to them?
    * Are they blaming their salespeople instead of taking responsibility for fixing the problems you need them to fix?
    * Are they focused on the helping the wrong people?
    * Are they worried about playing favourites?

    If you answered “yes’ to any of these questions YOU have a problem.

    A webinar for owners, CEOs and sales managers who are brave enough to look into the abyss. Not for softies!
  • Secrets of Successful Sales. Pillar 3&4: Sales Strategy and Confidence
    Secrets of Successful Sales. Pillar 3&4: Sales Strategy and Confidence Alison Edgar Recorded: May 29 2018 33 mins
    Key Takeaways:

    Over three webinars, Alison will share her Secrets to Successful Sales focusing on her Four Key Pillars of Sales methodology.
    Alison will teach you the strategies and processes she used to build her own business and become One of the UK’s Top 10 Business Advisers.

    -If you want to hit a target?
    -Or better yet, exceed target?
    -Maybe even grow a business?

    Then you need to tune into these webinars with Alison Edgar, The Entrepreneur’s Godmother.

    Reasons to Attend:

    Webinar 1- Pillar 1: Understanding Behaviours

    -This webinar is split into two sections, strategy and confidence.
    -Everyone needs a sales strategy, if you don’t know where you’re going, how are you supposed to know where to start?

    I’m going to the strategy that helped me become One of the UK’s Top 10 Business Advisers and got me to where I am today.
  • The Death of the B2B Salesperson
    The Death of the B2B Salesperson Mike Wilkinson – MD of Advance Recorded: May 22 2018 34 mins
    Key Takeaways:

    Forrester forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020.

    Yet too many of today’s B2B companies still insist that B2B buyers interact with sales reps to complete a purchase.

    For a minority of customers who are buying complex and expensive products and service talking to a sales rep can be a value-added experience.

    But for the majority of B2B buyers who are self-educating online about products and services, or who already know what they want, the diversion is inconvenient and unwelcome.

    Reasons to Attend:

    Mike discusses how B2B companies that want to stay ahead of the curve must reshape their channel sales strategies and fundamentally rethink the role of their salespeople by:

    -Expanding the role of self-service eCommerce.
    -Pairing specific buyer archetypes with certain sales archetypes.
    -Delivering a digitally enabled B2B selling model
  • Secrets of Successful Sales. Pillar 2: Sales Process
    Secrets of Successful Sales. Pillar 2: Sales Process Alison Edgar, ISM Fellow Recorded: May 15 2018 48 mins
    Key Takeaways:

    Over three webinars, Alison will share her Secrets to Successful Sales focusing on her Four Key Pillars of Sales methodology.
    Alison will teach you the strategies and processes she used to build her own business and become One of the UK’s Top 10 Business Advisers.

    -If you want to hit target?
    -Or better yet, exceed target?
    -Maybe even grow a business?

    Then you need to tune into these webinars with Alison Edgar, The Entrepreneur’s Godmother.

    Webinar 2: Pillar 2: Sales Process

    -Like anything else, sales is a process.
    -Following the process helps to maintain quality and prevents you from making the old age mistake of ‘selling too soon’.
    -You will never sell to everyone, even Apple haven’t figure out how to do that, but if you know the sales process you will certainly sell to a lot more.

    I genuinely believe when delivered correctly, sales and customer service are exactly the same thing.

    That’s why, my sales process shows you how providing great customer service can help you seal the deal.
  • The Missing Link: Measuring the Impact of Sales Enablement on Sales Performance
    The Missing Link: Measuring the Impact of Sales Enablement on Sales Performance Mike D’Angelo, Sales Director, Qstream Recorded: May 8 2018 42 mins
    Key Takeaways:

    For many organisations, there’s a persistent gap between sales enablement and selling – one that makes it difficult to connect the influence of training and technology investments to the business results sales leaders care about most.

    Reasons to Attend:

    During this session, we’ll discuss a new approach to aligning performance, productivity and proficiency that brings sales leadership and sales enablement pros together, aligned to a set of shared metrics and business outcomes.

    -The common pitfalls of traditional sales enablement
    -Why proficiency can be your secret weapon in driving performance
    -The build vs. buy argument of sales development
  • Secrets of Successful Sales. Pillar 1: Understanding Behaviours
    Secrets of Successful Sales. Pillar 1: Understanding Behaviours Alison Edgar, ISM Fellow Recorded: May 1 2018 49 mins
    Key Takeaways:

    Over three webinars, Alison will share her Secrets to Successful Sales focusing on her Four Key Pillars of Sales methodology.
    Alison will teach you the strategies and processes she used to build her own business and become One of the UK’s Top 10 Business Advisers.

    -If you want to hit a target?
    -Or better yet, exceed target?
    -Maybe even grow a business?

    Then you need to tune into these webinars with Alison Edgar, The Entrepreneur’s Godmother.

    Reasons to Attend:

    Webinar 1- Pillar 1: Understanding Behaviours

    -People buy people.
    -It’s a lot easier for us to sell to people we like, but what about those we don’t.
    -There are some people we just don’t understand.
    -Understand your customer behaviours and adapt to those who are not like you.

    Once you understand your customer’s behaviour and how they buy, it became a lot easier to sell to them. The webinar will teach you how to sell to more people and exceed your goals and targets.
  • Procurement Part 2: Reducing Buyer Opening Demands
    Procurement Part 2: Reducing Buyer Opening Demands Sue Preston, Managing Director Recorded: Apr 10 2018 41 mins
    Key Takeaways:

    The webinar takes participants through a journey from 'reacting to responding' to unreasonable Buyer demands and participants will start to build a toolkit to help maintain control of the outcome of any Negotiation

    Reasons to Attend:

    By the end of this webinar event participants will have:

    - Understood the motivation behind buyer demands.
    - Developed strategies to ‘respond’ rather than ‘react’
    - Created a toolkit to respond to and counter aggressive buyer behavior
    - Commitment to the application of new tactics

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