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Institute of Sales Management (ISM)

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  • Part 1: Personal Development Essentials - How to Set Quality Goals
    Part 1: Personal Development Essentials - How to Set Quality Goals
    ISM Leader: Ruta Misiunaite Recorded: Apr 23 2019 24 mins
    Reasons to Attend:

    Have you already failed your New Year’s resolutions? Are you dreading coming into work on Mondays? Are you in need of some motivation to kick-start your goals and finish 2019 with a bang? Then you’re in luck because this webinar is meant for you!

    Within four short years, Ruta Misiunaite has progressed from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers at IRI UK, responsible for going after £39m worth of key prospects’ business. The key driver behind Ruta’s success is her relentless focus on continuous personal development and passion for learning everything there is about being a great salesperson.

    In this first installment of our three-part series on Personal Development Essentials, Ruta will show you how to set quality goals that are challenging, exciting, and help you fall in love with what you do. Don’t wait for a Monday or January 1st to start working on your goals and sign up to this webinar now!

    Key Takeaways
    ●Tips & tricks that will help uncover what truly motivates you to get up in the morning
    ●Simple tools to help write a quality goal that makes you feel excited about realising your full potential
    ●Easy to implement techniques to ensure you stick to your goals throughout the whole year
  • Video: Zoholics Highlight Reel 2018
    Video: Zoholics Highlight Reel 2018
    Zoho Recorded: Apr 9 2019 3 mins
    This event is designed to give you the opportunity to learn, network, and get the resources to take your teams to the next level. In this two-day event, you'll hear about the latest Zoho solutions, get inspired by the visionary keynotes and the big picture, experience hands-on workshops, and one-on-one sessions, and connect with like-minded peers who also use Zoho to drive their businesses.

    Click to find out more about the upcoming event in London


    Date And Time:
    Tue, Apr 23, 2019, 8:00 AM – Wed, Apr 24, 2019, 6:00 PM BST


    Location
    etc.venues 155 Bishopsgate
    155 Bishopsgate
    London
    EC2M 3YD

    https://www.eventbrite.com/e/zoholics-the-united-kingdom-tickets-55406125212?aff=$3378924402060052975
  • The 9 Key Characteristics Required in Strategic Sales
    The 9 Key Characteristics Required in Strategic Sales
    Jim Bloomfield & Sarah Clapperton: Bloojam Consulting Ltd Recorded: Apr 9 2019 30 mins
    Reasons to Attend:

    The Acuity® for Strategic Sales model has been designed by Business Psychologists to enable organisations to develop high performing salespeople and to recruit new sales talent.

    By reviewing credible research from 30 years of scientific studies into sales behaviours, the Acuity® for Strategic Sales model identifies the 9 key sales capabilities that determine success. Aimed at Sales Directors and Sales Managers this webinar will share with you how you can measure these sales capabilities in your team to drive sales performance.

    Key Takeaways

    Environmental drivers that require a change in sales behaviours

    What to look for in your sales teams:

    •Personal Drive- Describes why an individual enjoys sales activities and whether they will seek to perform at a consistently high level.

    •Sales Focus- Describes what the individual does to understand the client and the relevant economic and industry drivers, to use this knowledge to provide insight and solve customer problems, and to seize opportunities to create momentum in the sale.

    •Interpersonal Insight- Describes how the individual interacts with the customer, through appreciating the perspective of the other party, modifying their behaviour in a way that is appropriate to the situation and developing relationships and connections internally and externally.
  • Video: National Sales Conference Promo
    Video: National Sales Conference Promo
    National Sales Conference 2019 Recorded: Apr 1 2019 5 mins
    Why NSC19?

    Now in its sixth year, the sell-out National Sales Conference (NSC19) is universally regarded as the UK's leading sales event amongst C-level sales orientated professionals. NSC19 offers you the opportunity to be empowered and inspired by key presentations from some of the world’s leading internationally renowned leadership and motivational speakers.

    Why Companies Invest in their Sales Force?

    Increase sales effectiveness & revenue
    Improve motivation & profit margins
    Recognition & award sales teams
    Greater productivity
    Retain key personnel & attract new talent


    Who will be there?

    CEOs, Sales Directors, Heads of Sales & Sales Managers
    Sales Enablement, Head of Talent and L&D Professionals
    Sales Teams, Account Managers, BDMs & Sales Executives
    Inside Sales Professionals
    Future Sales Talent, Universities & Growth Mindset Graduates
  • Video: Presentation Two – Optimising CRM effectiveness through Sales Leadership
    Video: Presentation Two – Optimising CRM effectiveness through Sales Leadership
    Kerry Nutley, BESMA 2018/19 Judge Recorded: Mar 26 2019 52 mins
    These sessions look at the importance of management behaviour in optimising Sales CRM systems in the workplace. How leadership behaviours shape successful outcomes and why manager cadence is critical to embed and sustain the good practice. Investments in sales CRM systems can often focus on just the sales process and workflow, but to maximise return, integration of the platform into the whole organisation and culture is critical to optimise its success and customer insight. With customer insight and data accuracy becoming more and more critical in the digital world.

    https://www.ismprofessional.com/
  • Video: Presentation One – Optimising Salesforce CRM
    Video: Presentation One – Optimising Salesforce CRM
    Vicky Nisbet, RVP for Strategic Accounts for Salesforce Recorded: Mar 26 2019 58 mins
    These sessions look at the importance of management behaviour in optimising Sales CRM systems in the workplace. How leadership behaviours shape successful outcomes and why manager cadence is critical to embed and sustain the good practice. Investments in sales CRM systems can often focus on just the sales process and workflow, but to maximise return, integration of the platform into the whole organisation and culture is critical to optimise its success and customer insight. With customer insight and data accuracy becoming more and more critical in the digital world.

    https://www.ismprofessional.com/
  • UK supermarkets - the longest cold war?
    UK supermarkets - the longest cold war?
    ISM Fellow: Andrew Grant Recorded: Mar 21 2019 31 mins
    Why you should attend:

    An up to date analysis of the UK supermarket sector - mergers, acquisitions, consolidation, relentless pressure - but why no all-out price war for the past 15 plus years - would Amazon's entry be the final straw?

    What you will learn

    •Unmissable for anyone selling into the UK supermarkets
    •Get yourself fully up to date with the latest changes that could impact your business
    •Delivered by an acknowledged industry expert
  • Social Selling In The Real World
    Social Selling In The Real World
    ISM Fellow: Ian Moyse Recorded: Feb 21 2019 30 mins
    Key Takeaways:

    •What it is
    •What it isn’t
    •Turning Social into real engagements
    •Is it just LinkedIn
    •Receive a Personal Action Plan

    Reasons to attend

    Social Selling is the new sales skill in your toolbag to help you open doors, build your own reputation & have stronger engagement with prospects. Ian Moyse, is a respected authority on Sales Leadership and the new methodology of Social Selling, sitting as a non-exec on Digital Leadership Execs, a leading Social Selling firm. He has spoken widely on Social Selling. Ian is a judge on many Sales Awards and has interviewed hundreds of Salespeople and can share in today’s market a valuable skill that can help set you apart
  • 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    Sarah Hughes: ”The LinkedIn Lead Generation Expert” Recorded: Feb 12 2019 36 mins
    Reasons to Attend:

    I show you LIVE inside my LinkedIn account so you can use the same techniques to predictably fill your sales pipeline too.

    Here are a further 3 valid reasons to attend:

    1.You’d love to get the inside track on what I do so that you and your teams can do it too
    2.I show you the 23 filters within LinkedIn to instantly pinpoint your prospects with laser precision
    3.You’ve been itching to conquer LinkedIn or social selling and want to create a flow of leads.

    Key Takeaways

    •2 phrases in your sales team LinkedIn profiles that kill prospect conversations stone dead
    •1 action that alerts you to new prospects, even without a fresh database of leads
    •2 approaches to credibly grow your audience of prospects and referrers
    •1 Power Play that attracts, rather than repels, your prospects.
  • How to Write an Effective Sales Email
    How to Write an Effective Sales Email
    ISM Fellow: Phil Dickenson Recorded: Feb 5 2019 25 mins
    Key Takeaways:

    How to write an email which gets a better chance of being opened and getting a response. This will increase your chances of hitting your sales target for the month, quarter and year.


    Reasons to Attend:

    Email is the most common form of communication in business. Most sales emails don't get replied to because they're not good enough.

    So how do you improve your email? How do you communicate to a customer and increase the likelihood of them replying?

    Face to face is important. Social media is important. Email is the most common form of communication in business and if you don't get it right, you will lose out.

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