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Institute of Sales Management (ISM)

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  • 3 Tips for Selling to the Senior level Execs
    3 Tips for Selling to the Senior level Execs Tim Robertson Recorded: Feb 20 2018 50 mins
    Most of us want to have better meetings with senior executives. Meetings that feel like conversations, not pitches. Meetings that build deeper relationships. Meetings that uncover more ways in which they can help their customers. Behind closed doors, when I ask what's holding people back, many will tell me things like, "I don't feel comfortable," "I have nothing to offer to them,"" or "I'm not at their level." Selling to Senior level executives can be difficult, and getting a first meeting can be a real challenge. But, in our experience, the most difficult part is not getting the first meeting. It's getting the second one. Or the third one. This webinar explores the ways that you can get to that second and third meeting
  • Making a Difference
    Making a Difference Peter Thomson - BESMA 2017 Lifetime Achievement Winner Recorded: Feb 6 2018 57 mins
    How to implement a ‘Making a Difference’ mentality into your sales teams. This webinar will motivate and help you and your sales teams to connect personal meaning and passion to your processes which in turn will deliver better and longer-term results.
  • 4 Things to Do When Clients Pressure You for Lower Fees
    4 Things to Do When Clients Pressure You for Lower Fees Tim Robertson Recorded: Jan 23 2018 49 mins
    "Your fees are too high; can you do it for less?" In the highly competitive marketplace we hear dreaded phrases like this all of the time. The easy thing to do is to offer a discount, but that cuts into your profit margins and sets a precedent for the future. You don’t want to become a victim of discounting gone wrong. So what do you do when clients push back on your fees? This webinar runs through the 4 things you can do when clients put pressure on you to lower your fees
  • Judging Day Highlights 2017
    Judging Day Highlights 2017 Institute of Sales Management Recorded: Jan 22 2018 4 mins
    To register your interest or to find out more about Judging Day and our BESMA Awards please click here https://www.ismprofessional.com/besma/
  • BESMA 2017 Awards Highlight Reel
    BESMA 2017 Awards Highlight Reel Institute of Sales Management Recorded: Jan 22 2018 4 mins
    The 2017 BESMA Awards was hosted by Jimmy Carr and attracted hundreds of entries from leading organisations across the UK & Europe. BESMA has been celebrating the expertise, talent and achievements of the sales industry over the last decade and is regarded as the premiere celebration of sales excellence and recognition in the UK.

    The awards attract hundreds of entries from the leading sales organisations based elsewhere around the globe and through BESMA, the ISM seeks to reward the efforts of the individuals and the teams that drive company performance and recognises the roles played by sales professionals in driving the UK economy forward.

    The awards feature 19 categories celebrating the very best in sales and the teams and individuals behind them. All categories were judged by an influential and respected judging panel. The judging is a robust, credible and transparent process, involving pre-scoring and a face to face panel discussion.

    The winners were announced at Old Billingsgate in London on Thursday 9th November 2017.

    For future interest please click here https://www.ismprofessional.com/besma/
  • 7 Ways to Build Rapport in Sales and Connect with People
    7 Ways to Build Rapport in Sales and Connect with People Tim Robertson Recorded: Jan 10 2018 60 mins
    Consider this: a CBS News / New York Times poll asked, “What percent of people in general are trustworthy?” The answer: 30%. Pretty sceptical we all are, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. “What percent of people that you know are trustworthy?” The answer: 70%. That’s a huge difference. Goes to show you: when people get to know you and people get to like you, people begin to trust you. This webinar outlines the 7 ways to build trust with your clients
  • Breaking the Mould - New competencies to meet the needs of a changing landscape
    Breaking the Mould - New competencies to meet the needs of a changing landscape Mark Erskine Recorded: Dec 5 2017 47 mins
    Attendees will learn that in complex selling traditional sales competencies are no longer enough and they need to be recruiting and developing their people using a new set of sales competencies
  • The 3 Pillars of Social Selling. Part 3:Social Selling Top Tips & Tricks
    The 3 Pillars of Social Selling. Part 3:Social Selling Top Tips & Tricks Daniel Disney Recorded: Nov 21 2017 46 mins
    This 3 part webinar series will give show you the 3 key pillars to achieving social success in sales. Learn how to create the ultimate profile, build a winning personal brand, create great and consistent content and build a winning strategy. The final session will be packed with the best industry tips and tricks to make social work for you.

    Part 3 - Social Selling Top Tips & Tricks

    From LinkedIn searching secrets all the way to email address generating hacks, these are the top tips and tricks that will give you a huge advantage in the world of social selling. This webinar will bring everything together in the social selling series and will give you the ultimate list of tools use social to dramatically enhance your pipeline and sales process.
  • Emotional Intelligence in Sales
    Emotional Intelligence in Sales Jim Rees Recorded: Nov 14 2017 42 mins
    We are used to regard intelligence in terms of rational and logical thinking, the ability to reason and analyse based on pattern recognition, facts and data. However, there are also other kinds of intelligence.
    One type of intelligence is so-called emotional intelligence which in many ways is related to what we typically know as empathy.
    Emotional intelligence is the ability to interpret other people’s feelings and emotions based on what they say and do but also based on body language, habits, etc.
  • The 3 Pillars of Social Selling. Part 2: Creating Super Social Content For Sales
    The 3 Pillars of Social Selling. Part 2: Creating Super Social Content For Sales Daniel Disney Recorded: Nov 7 2017 56 mins
    This 3 part webinar series will give show you the 3 key pillars to achieving social success in sales. Learn how to create the ultimate profile, build a winning personal brand, create great and consistent content and build a winning strategy. The final session will be packed with the best industry tips and tricks to make social work for you.

    Part 2 - Creating Super Social Content For Sales Professionals

    Content creation isn't for everyone and this webinar will help anyone create and curate great content to help attract and build relationships with your prospects and customers. From writing blogs to finding content to share, this will help even those who aren't natural writers utilise content to create sales opportunities.

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