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Accounting and Tax

  • Introducing Re:Call
    Introducing Re:Call TeleWare Recorded: Sep 18 2018 1 min
    Introducing Re:Call - An App that gives you a second number on your personal phone for business calls and SMS
  • Cyber Criminals have stepped up their game (1 CPE)
    Cyber Criminals have stepped up their game (1 CPE) Eric Hess Recorded: Sep 12 2018 62 mins
    Any firm that has avoided attacks due to social engineering, distributed denial of service, ransomware, evasive malware and e-mail interception can count themselves lucky...but this is the year that may be changing. Cyber criminals have stepped up their game altering the threat landscape for CPA's now and in the years ahead. More than ever, accounting professionals need to keep up to date on the latest threats and adjust their game plan accordingly. This webinar will review the current threat landscape for CPA's, as well as the actions that small to mid-size firms should be taking to mitigate risk on limited budgets.

    Presented by Eric Hess - Eric Hess founded HLC LLC in 2014 to focus on systems compliance and information security consulting. Today, it provides an array of right sized cybersecurity assessment and cybersecurity management services to small to medium sized businesses. HLC’s clients are primarily financial services firms, but HLC is developing a focus on CPA firms and law firms.
  • Assessing Cyber Risk - Challenges and Solutions
    Assessing Cyber Risk - Challenges and Solutions Stephen Head, CISSP, CISM, CISA - Director, IT Risk Advisary Services, Experis Finance Recorded: Sep 12 2018 60 mins
    Managing cyber risk in today’s digital environment is extremely challenging, whether your organization is public, private or governmental. In response to the growing frequency and severity of cyber-attacks, many organizations have decided it’s time to focus more of their efforts on cyber risk, starting with a cyber risk assessment. This approach to proactively dealing with the risk of cyber-attacks increases the organization’s awareness of the potential impacts and costs, and enables them to take actions that reduce the overall risk to the organization, minimize the impact of cyber-attacks, and more predictably ensure the continuity of essential services.

    This webinar will provide a high-level overview of assessing cyber risk and explore the following:

    •Threats and root causes of breaches
    •The changing regulatory landscape
    •Security frameworks and tools
    •Practical ways to assess your risk and organizational exposure
    •Key elements of a successful cyber risk management program

    Whether or not you have embraced a formal cyber risk management program, this session will provide practical advice on the evolving nature of cyber risk management, how to develop and incorporate an assessment process into your organization’s overall risk management efforts, and how cyber risk management can improve your organization’s ability to withstand a cyber-attack.
  • Build your career in risk
    Build your career in risk Carolyn Williams, IRM Director of Corporate Relations Recorded: Sep 10 2018 48 mins
    IRM qualifications will help you to build your risk management skills and knowledge. Studying with us also demonstrates your credibility with employers.

    Provisional agenda:

    11a.m Why get qualified and why choose IRM?
    - Carolyn Williams, Director of Corporate Relations

    11.10 IRM qualifications, distance learning and blended learning
    - Module Coach Mark Butterworth, CFIRM

    11.25 Vinay Shrivastava, CFIRM FAPM, Director, UK Infrastructure Risk Management, Turner & Townsend

    11.40 Emma Hardy, CMIRM, Commercial Manager, Colas Limited

    11.55 Questions, advice and guidance on the practicalities of enrolment, studying and exams
    - James McCarthy, IRM Student Admissions, Engagement and Support Manager
  • Understanding Business Continuity and Disaster Recovery
    Understanding Business Continuity and Disaster Recovery Ian Beale, Principal Executive Advisor, Gartner Recorded: Sep 6 2018 62 mins
    This session offers benchmarking on how Risk leaders conduct business continuity processes, and balance these initiatives with risk management objectives.

    Join this webinar and listen to Gartner present our guidance on 3 foundational BCM elements. The webinar is based on our research and best practice insights:
    • The essentials of Business Continuity Management – what are the key components, the BCM lifecycle, the current top threats, who owns BCM and relevant standards
    • Why BCM is critical to every organisation – including a review of recent incidents and their impact plus the benefits of a BCM program
    • How to build a great Table Top exercise to test your BC program – the steps involved, the players needed and our recommendations for success
    These insights can be used to build your BCM program if you are starting and also to review your existing program against our guidance and insights.
  • 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.
  • When to report a potential claim or incident (1 CPE)
    When to report a potential claim or incident (1 CPE) Ralph Picardi Recorded: Aug 15 2018 74 mins
    This webinar will focus on how to respond once you become aware of an actual or suspected claim or potential claim (often referred to as an incident). The session will explain how to utilize the CPAOnePro Risk Management Hotline to determine when and how to report a claim or incident to the insurance carrier, and how to proceed relative to the matter while awaiting the carrier's response to your report. The session will also explain when and how to invoke the subpoena coverage within your policy.

    Presented by: Ralph Picardi
    Ralph Picardi is the managing member of PICARDI LLC specializing in advising accountants, lawyers, and their insurers in matters of coverage, and in matters of loss control through hotlines, seminars, risk management audits and publications.
  • 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
  • Hot Topics for Internal Audit
    Hot Topics for Internal Audit Tim Lietz and Ed Williams of Experis Finance Recorded: Jul 18 2018 61 mins
    Experis Finance is pleased to announce the first of our Hot Topics Series for Chief Audit Executives and their teams. Our goal is to provide you with a series of webinars that provide practical insights on topics of interest to internal audit professionals. Our first session will cover Agility and preparing for Robotic Process Automation.

    The webinar will provide participants with the following learning objectives:

    •Define Agility in the context of Internal Audit
    •Share pragmatic insights in how to define and execute an Agile transformation
    •Discuss RPA and in practical terms as companies begin to assess, plan and implement
    •Highlight the role of audit in assessing the overall RPA plan
    •Link the opportunities of RPA to the concepts of Agile Auditing

    Presented by:
    Tim Lietz – CIA, CRMA, MBA
    Regional Director, Risk Advisory Services
    Experis Finance

    Ed Williams CIA, CRMA
    Sr. Manager, Risk Advisory Services
    Experis Finance
  • 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 Brexit will hurt productivity in Financial Services the most...
    Why Brexit will hurt productivity in Financial Services the most... Mark Elwood - Marketing Director, TeleWare Recorded: Jul 11 2018 45 mins
    ... and the technologies that will prevent it.

    Join this webinar to hear how technology is creating a mobility enabled workforce to increase productivity in financial services and the lessons other sectors can learn.

    In the words of Nobel Laureate Paul Krugman ‘productivity isn't everything, but in the long run it is almost everything.’

    Creating a modern workforce that has access to the technology that will improve productivity is key to ending the productivity crisis. TeleWare, working with Financial Services clients are helping create a mobile enabled workforce designed to improve productivity. These lessons can be adopted in many vertical sectors, particularly in a post GDPR and Brexit world.

    Find out:
    • Why you should be focusing on increasing productivity in your business
    • How enabling your employees to use the latest technology with no cost to your business can improve employee satisfaction and create growth
    • Why mobility is the secret weapon in the fight against stagnant productivity growth
    • Which technologies you should be thinking about to create a mobility enabled workforce

    Target Audience:
    • Finance, Retail, Professional Services, Manufacturing, Construction, Health
    • UK & Ireland
    • SME – Enterprise
    • IT, Operations role profiles

    Join us for this insightful webinar that explores the technologies firms are adopting to help increase productivity and to beat their competition.
  • 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!
  • Taking the Right Risks to Grow
    Taking the Right Risks to Grow Ian Beale, Principal Executive Advisor, Gartner Recorded: Jun 14 2018 62 mins
    Learn how advanced ERM teams are supporting growth by embedding risk management in strategic decision making processes
  • 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.
  • CECL Planning & Implementation: Smaller, Less Complex Financial Institutions
    CECL Planning & Implementation: Smaller, Less Complex Financial Institutions C. Michael Baron, Erik Mahlke, and John R. Fleming with Experis Recorded: May 24 2018 61 mins
    Issued by the FASB in 2016, the implementation dates for CECL (Current Expected Credit Loss) are approaching and it is essential that appropriate planning and implementation tasks start soon so that banks can be assured of meeting key milestones, most notable the objective of running parallel calculations for the year preceding the go live date. Proper CECL planning is a multi-discipline effort, requiring the time and effort of many of each bank’s accounting, risk and IT groups.
    This informative webinar will provide a practical overview of planning and implementation considerations facing smaller, less complex financial institutions, including coverage of the following topics:
    •Description of the CECL standard and comparison to the existing Incurred Loss Method (we will focus our discussion on the impact to the ALLL account)
    •Review of key planning and implementation tasks including guidance needed to establish timelines, key decisions that need to be made and how to leverage existing processes
    •Update on recent CECL developments including regulatory guidance on potential capital treatment and a description of the proposed auditing standard covering estimates

    Our presenters will share their perspectives and industry experience:
    C. Michael Baron (CIA, CISA, CFSA, AMLP)
    Regional Practice Director, Financial Services – Northeast

    Erik Mahlke
    Engagement Manager, Financial Services – Midwest

    John R. Fleming
    Technical Accounting SME, Financial Services - Northeast
  • 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.
  • Ask the Expert : Mobile communications recording in a post GDPR & MiFID II world
    Ask the Expert : Mobile communications recording in a post GDPR & MiFID II world Steve Haworth CEO, TeleWare, Andrew Fawcett, Product Manager, TeleWare, Nigel Simpson, Head of Sales, TeleWare, Mark Elwood, Recorded: May 10 2018 39 mins
    Tune in to the latest TeleWare webinar where you can ask our panel of experts about your mobile recording requirements. Find out:

    • The do’s and don’ts of mobile recording under MiFID II and GDPR
    • How are banks and other financial institutions deploying mobile recording?
    • How to get more value from your investment in mobile recording
    • Mobile recording and BYOD
    • Apps Vs SIM recording – which is right for your business

    This thought-provoking webinar will provide insights into these and other issues and help you pinpoint the main considerations in implementing a communications recording strategy for your business. With lots of opportunities to ask our experts, you can get the answers to your burning questions.
  • 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.
  • Finding Meaning in Security Metrics
    Finding Meaning in Security Metrics Mike Gerdes, Director, Information Security Center of Expertise, Experis US, Inc. Recorded: Apr 26 2018 62 mins
    The Internet has brought about dramatic changes in the structure, methods and operational capabilities of businesses, and how they interact with their customers, suppliers and communities. Along with the business benefits of the technological advances has come a demand for better security governance, operational risk and performance information to support business decisions and resource allocations. Unfortunately, many security metrics become shelfware or are routinely ignored because the recipients find little value in the measures, metrics and other report contents they routinely receive.
    This session will:
    •describe the various types and uses of metrics
    •establish some common attributes of meaningful metrics
    •discuss the importance of differentiating metrics by audience
    •describe a process for developing meaningful metrics
    •discuss the importance of performing periodic reviews and updates.

    Participants will gain a better understanding of meaningful security metrics and be able to:
    •Recognize some common impediments that prevent metrics from providing value
    •Move beyond the metrics status quo to a portfolio of meaningful metrics
    •Discriminate the security metrics provided based on audience attributes and needs
  • Fürsorgepflicht – Wie gut ist Ihr Notfallplan?
    Fürsorgepflicht – Wie gut ist Ihr Notfallplan? Andreas Krugmann Global Account Director Concur (Germany) GmbH, Jochen Neubauer, Customer Value Sales SAP SE Recorded: Apr 23 2018 56 mins
    Für Unternehmen besteht – und das wissen viele gar nicht - eine Fürsorgepflicht für Ihre Geschäftsreisenden. Sie sind verantwortlich dafür, dass Ihre Beschäftigten vorbereitet und sicher reisen.

    Lernen Sie:
    - Warum es so wichtig ist, das Thema Fürsorgepflicht ernst zu nehmen.
    - Was Arbeitgeber alles beachten müssen, um Ihrer gesetzlichen Verpflichtung hinsichtlich der Fürsorgepflicht nachzukommen.
    - Wie SAP Concur Unternehmen so ausstattet, dass diese sogar über den Notfall hinaus in der Lage sind, mit den Reisenden in Kontakt zu bleiben.
  • 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
  • Emerging risks – Q1 2018 update
    Emerging risks – Q1 2018 update Ian Beale - Principal Executive Advisor, CEB, now Gartner Recorded: Apr 5 2018 58 mins
    Join this webinar to review the latest emerging risks benchmarking survey results from CEB, now Gartner and learn how your peers identify and manage the big over-the-horizon risks to their organisations. In particular:

    • Understand the latest emerging risks affecting the corporate landscape
    • Explore industry-specific perceptions of emerging risk
    • Identify key risk indicators and metrics used to track emerging risks
    • Uncover “Risk Meteors” that could quickly affect your organisation
  • Could millennials be the key to ending the productivity crisis?
    Could millennials be the key to ending the productivity crisis? Mark Elwood, Marketing Director, TeleWare Sep 25 2018 10:00 am UTC 60 mins
    By 2025, it is estimated that 75% of the workforce will be millennials. With rapidly changing expectations on how, when and where employees want to work, technology is going to play an increasingly important role in attracting and retaining talent.

    Join our discussion to find out how the millennial demand for mobility in the workplace could help solve the productivity crisis. Our panel of experts will share their views on:

    • Understanding the needs of the millennial worker
    • The key steps to providing the right technology within your digital transformation programme
    • Why mobility and flexible working is the key to hiring and retaining a millennial workforce
    • Demonstrating the proven link between mobility and productivity

    This webinar will be hosted by Mark Elwood, Marketing Director, TeleWare. Panellists will include Andrew Fawcett, product manager, TeleWare and guest experts, Dr Lucy Green from Larato and Vicky Ryder from Microsoft
  • How to create the self belief and self confidence to sell brilliantly
    How to create the self belief and self confidence to sell brilliantly Leigh Ashton Sep 25 2018 10:00 am UTC 30 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.
  • Corporate Risk and Crisis Management
    Corporate Risk and Crisis Management David Rubens Sep 27 2018 10:00 am UTC 75 mins
    It seems clear that the basic frameworks and principles that have supported corporate risk and crisis management for the last twenty-five years are beginning to be outpaced by the scale and scope of the emergent risks that we are now facing.This webinar covers the main themes of corporate risk & crisis management and the development of organisational frameworks that can support effective risk and crisis management planning at the highest level. This webinar is based on the Level 5 Award in Corporate Risk and Crisis Management being hosted by the IRM from 29th-31st October.
  • Your customer journey is broken and here are three things to help you fix it
    Your customer journey is broken and here are three things to help you fix it Nevil Tynemouth, ISM Champion Oct 2 2018 10:00 am UTC 30 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.
  • The Tricky 10: States with the Most Complex Sales Tax Rules
    The Tricky 10: States with the Most Complex Sales Tax Rules Scott Peterson, Vice President of U.S. Tax Policy and Government Affairs Oct 2 2018 5:00 pm UTC 64 mins
    Do you know which states made the list? Better yet - do you do business in them?

    Some states are more complicated to do business in than others. They have more tax rules and exemptions and a host of policies that might seem wacky compared to the rest of the country. Hear our tax expert explain what makes these states unique and why you need to pay special attention to them.

    Scott will explain:
    •Which states made the list...and why
    •Strategies for doing business in them
    •How to navigate complicated sales tax laws

    About the Speaker: Scott Peterson, Vice President of U.S. Tax Policy and Government Affairs

    Scott Peterson was the first Executive Director of the Streamlined Sales Tax Governing Board. For seven years Scott acted as the chief operating officer of an organization devoted to making sales tax simpler and more uniform for the benefit of business.
  • Why don’t your salespeople do what they need to do?
    Why don’t your salespeople do what they need to do? Mike Lever, ISM Champion Oct 9 2018 10:00 am UTC 30 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.
  • 10 Sales Tax Rules to Live By
    10 Sales Tax Rules to Live By Jeffrey Lutters, Avalara Oct 9 2018 5:00 pm UTC 62 mins
    Sales tax compliance can be a nightmare, but it doesn't have to be. Just knowing some of the fundamental rules will clear up what many businesses struggle with every month.

    Sales tax expert Jeffrey Lutters will explain:
    •How the simplest of activities can create nexus in other states
    •The tax implications between 'bill to' and 'ship to'
    •Why collecting exemption certificates is an auditor's red flag
    •New sales tax rules that determine whether your business is compliant
  • Build your career in risk: Insurance focus
    Build your career in risk: Insurance focus Carolyn Williams, Director of Corporate Relations Oct 10 2018 10:00 am UTC 60 mins
    This webinar focuses on informing professionals working within insurance on the benefits of getting qualified with the IRM.

    Topics include: IRM background, qualifications overview, distance learning, blended learning and benefits of studying including insights from our students in "The student experience and what I’ve gained"
  • Why is sales coaching such a misunderstood development tool?
    Why is sales coaching such a misunderstood development tool? Mike Lever, ISM Champion Oct 16 2018 10:00 am UTC 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.
  • Q&A Forum: Tax Experts Explain Supreme Court Decision on Nexus
    Q&A Forum: Tax Experts Explain Supreme Court Decision on Nexus Scott Peterson, VP of Tax Policy & Government Affairs; Rachel Le Mieux, CPA, CMI, SALT Partner at Peterson Sullivan LLP Oct 16 2018 5:00 pm UTC 58 mins
    The Supreme Court ruled in favor of South Dakota, granting the state authority to impose sales tax obligations on out-of-state transactions. Remotes sellers will have a new set of obligations and challenges ahead of them, while states could potentially gain billions in revenue. But what does it mean for your business?

    We brought in two leading tax policy experts to break down the ruling and explain:
    •Whether remote sellers need to file and register in more states
    •How the ruling affects future laws across other states
    •How to determine whether you’re on the hook for sales tax based on where you conduct business
    •Q&A from audience

    About the speakers:

    Scott Peterson, Vice President of Tax Policy and Government Affairs

    Scott Peterson was the first executive director of the Streamlined Sales Tax Governing Board. For seven years Scott acted as the chief operating officer of an organization devoted to making sales tax simpler and more uniform for the benefit of business.

    Rachel Le Mieux, CPA, CMI, SALT Partner at Peterson Sullivan LLP

    Rachel has been practicing in state and local taxes (SALT) since 1985. She is a certified public accountant and a certified member of the institute (CMI) for professionals in state and local taxation. She consults with clients in a broad range of industries on state and local tax issues involving sales and use taxes, gross receipts taxes, income taxes, and other miscellaneous taxes.
  • OCTOBER 17! Taming the Demon Weed – Risk Management for Cannabis CPAs
    OCTOBER 17! Taming the Demon Weed – Risk Management for Cannabis CPAs R. Peter Fontaine Oct 17 2018 5:00 pm UTC 75 mins
    A growing number of states are legalizing the medicinal and nonprescription use of marijuana. Nevertheless, the legalized status of cannabis at the state level conflicts with the federal Controlled Substance Act, causing significant legal risk, business uncertainty, and operational challenges for cannabis producers and distributors, as well as their accountants. This webinar will explore how CPAs serving cannabis industry clients can actively manage their business and legal risks through the use of client acceptance and retention criteria, engagement letters and related documentation, engagement planning, staffing and execution, and an understanding of applicable regulations.

    Presented by Peter Fontaine - R. Peter Fontaine is managing partner of NewGate Law, which exclusively serves the legal needs of the accounting profession, including firms with cannabis industry clients.
  • The Implications of the 2018 UK Corporate Governance for Risk Managers
    The Implications of the 2018 UK Corporate Governance for Risk Managers Mark Butterworth Oct 18 2018 10:00 am UTC 75 mins
    Following significant revisions to the FRC’s UK Corporate Governance Code in 2018, Risk Managers should consider how they should respond to the key features of the new Code. In parallel with assessment of the implications of the updated FRC Guidance on Board Effectiveness, this webinar will review the headline features: managing risk culture, the role of the Board in governance and risk, the importance of stakeholders in risk assessment and why Risk Managers should focus on Board effectiveness evaluations. Setting risk management in the context of more demanding governance requirements will bring greater recognition, but is also more challenging.
  • Build your career in risk: Infrastructure and logistics focus
    Build your career in risk: Infrastructure and logistics focus Carolyn Williams, Director of Corporate Relations Oct 30 2018 11:00 am UTC 60 mins
    This webinar focuses on informing professionals working in infrastructure/logistics on the benefits of getting qualified with the IRM.

    Topics include: IRM background, qualifications overview IRM qualifications, distance learning, blended learning and benefits of studying "The student experience and what I’ve gained"
  • Mitigating the Risks and Impact of Changing Sanctions Regimes
    Mitigating the Risks and Impact of Changing Sanctions Regimes Mark Dunn Oct 30 2018 1:00 pm UTC 60 mins
    This webinar give you a practical insight into sanctions, enforcement and steps to consider to help address business risks. Some of the topics covered include:

    •What are sanctions?
    •Case study I: Enforcement within the financial services sector
    •Case study II: Enforcement within the corporate sector
    •Sanctions policy checklist and key considerations in using sanctions screening tools
  • Agile Selling in the Age of the Informed Buyer
    Agile Selling in the Age of the Informed Buyer Richard Barkey, CEO & Founder - Imparta Nov 6 2018 11:00 am UTC 30 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.
  • Fraudulent Wire Transfers in the Accounting Industry (1 CPE)
    Fraudulent Wire Transfers in the Accounting Industry (1 CPE) Ginger Johnson & Michael J Weber Nov 14 2018 6:00 pm UTC 75 mins
    Fraudulent wire transfers scams continue to plaque accounting firms nationwide. The FBI reports that fraudulent wire transfers have doubled since 2016. The new wave of scam e-mails have grown in their sophistication and appearance and no longer resemble clumsy “Nigeria” e-mails.
    Hear directly from the insurance company and lawyers on steps to prevent these fraudulent wire transfer scams and how to deal with a claim if this happens to your firm.

    Presented by Ginger Johnson & Michael J Weber - Michael J Weber Partner at Dinsmore. He focuses his practice on fidelity and surety bond claims/litigation, complex litigation, commercial law, transactional matters, general business matters/litigation and construction law. & Ginger Johnson is Specialty Claim Consultant at The Hanover Insurance Company working with Crime, Fidelity and first party Cybercrime claims up to $10M in the Management Liability Unit.
  • The personal nature of productive technology
    The personal nature of productive technology Iain Sinnott – Sales and Marketing director – VanillaIP Jan 29 2019 11:00 am UTC 30 mins
    Key Takeaways:

    Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently.

    Technology is transforming businesses and disrupting entire industries. One of those industries that has been heavily affected is sales.

    From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been unthinkable only a few decades ago.

    As a result, many sales organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp the sales process.

    With that in mind, here’s a look at some of the technological tools organizations are using to streamline the selling process:

    -Big Data
    -Social Platforms
    -Sales Force Automation Systems
    -Cloud-based CRM Technology
    -Mobile technology

    Reasons to Attend:

    -Why individuals need to be involved in the choice of business productivity tools
    -The different benefits different users derive
    -Why learning to work with salespeople is the best way for buyers to avoid white elephants

    Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.
  • How to Write an Effective Sales Email
    How to Write an Effective Sales Email Niraj Kapur – Author Amazon bestseller, Everybody Works in Sales Feb 5 2019 11:00 am UTC 30 mins
    Key Takeaways:

    90% of businesses can’t write an effective email. You will learn the 5 things you must never do and the key things you must include when writing an email

    Email is the most common form of communication in business. Everyone sends emails, yet the response is getting less and less since people inboxes get clogged up. How do you stand out from everyone else?

    Reasons to Attend:

    Break up the length by having one very short sentence after any longer ones. This helps people slide through your email with ease and eliminates friction. So much sales training concentrates on technique, body language, asking open-ended questions, and more. Working on your writing might not seem as flashy or trendy. And to be sure, it’s an investment of time and money. But like any sound investment, it can impact your bottom line in rich, rewarding ways.