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Accounting and Tax

  • 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
    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 3: Pillar 3&4: Sales Strategy and Confidence

    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
    In this webinar, Mike reflects on Forrester’s forecast that 1 million US B2B salespeople will lose their jobs by the year 2020 and how disruptive technology is changing the game. Do you have the right sales model and skills to adapt? He will discuss what customers are demanding, plus the skills and behaviours required for B2B sales professionals to thrive.
  • 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
    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
    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.

    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

    About your presenter:

    Mike D’Angelo is responsible for enterprise sales at Qstream, with a focus on helping customers drive sales performance, productivity and proficiency for better results. Mike is an experienced sales professional who has held positions at SAVO Group, IBM, Microsoft, Novell and TrendMicro. With two Bachelor of Science degrees under his belt, Mike can apply an analytical and data-driven mindset to his sales approach, and his results have been recognised through numerous sales performance and President’s Club awards.
  • 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
    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 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. Using DISC methodology, Alison will teach you how to 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 Recorded: Apr 10 2018 41 mins
    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

    Learning outcomes

    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 behaviour
    - Commitment to 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
  • Procurement: Part 1: Successful Telephone Negotiations
    Procurement: Part 1: Successful Telephone Negotiations Sue Preston Recorded: Apr 3 2018 43 mins
    This webinar aims to provide participants with a 'foolproof' plan for all telephone Negotiations. Many Negotiations are held over the phone today when buyers can 'catch us out' if we are not fully prepared. Attend this webinar to ensure you are driving better outcomes from any telephone negotiations.

    Learning outcomes

    By the end of this webinar participants will have:
    - Explored the advantages of telephone negotiations
    - Explored the disadvantages of telephone negotiations
    - Created a 'foolproof' preparation document
    - Committed to applying the learning to their real-world telephone negotiations
  • Live Webinar: Integrierte Buchung & Reisekostenabrechnung
    Live Webinar: Integrierte Buchung & Reisekostenabrechnung SAP Concur Jochen Alig Senior Solutions Consulting Stas Litau Inside Sales Representative Recorded: Mar 20 2018 43 mins
    Aufwendige Reisekostenabrechnungen auf Papier oder in Excel-Tabellen gehören in Unternehmen der Vergangenheit an. Erfahren Sie, warum Automatisierung die Lösung auch für komplexe Reisetätigkeit ist.
  • Overcoming Objections through Creating Certainty
    Overcoming Objections through Creating Certainty Paul Blair, ISM Fellow Recorded: Mar 20 2018 24 mins
    I will share my thoughts on how we overcome a lot of objections by creating certainty around our products/services, us and our companies. Increase credibility, position ourselves as the expert or authority figure to gain control of an inquiry so we may find it easier to close. I will also look at how this will have a positive impact upon your prospect.
  • The role of machine learning and AI in your digital transformation journey
    The role of machine learning and AI in your digital transformation journey Infosys NIA Recorded: Mar 8 2018 67 mins
    Step beyond the hype and the myths about Artificial Intelligence (AI) and Machine Learning (ML). Join us on this webinar to learn the real world significance of AI for an enterprise. This webinar will take a practical view of how ML can make a difference in your business, illustrating the role it plays in any meaningful digital transformation effort employing AI. The focus will be on the business value this technology can deliver.

    Infosys Nia, a comprehensive AI platform, comes equipped with Advanced Machine Learning that works in concert with its other aspects rendering effective digital transformation solutions for an enterprise. Join us to learn how you can embark on your own digital transformation journey.


    Guest Speaker:
    - Mike Gualtieri, VP, Principal Analyst Serving Application Development & Delivery Professionals, Forrester

    Infosys Speaker:
    - Sudhir Jha, Senior Vice President, Infosys.
  • What to say in LinkedIn messages to your ideal potential customers
    What to say in LinkedIn messages to your ideal potential customers Tom Mallens, MD of SI Media Ltd Recorded: Mar 6 2018 53 mins
    One of the challenges that people face when using LinkedIn for business, is knowing what to say to their connections and ideal potential clients.
    We will share with you some of the proven messages that we and our clients use on LinkedIn, so that you will know what to say to your ideal potential clients in order to generate more leads, appointments and sales for your business.
  • Ensuring Healthcare Privacy and Access While Managing Multiple Technologies
    Ensuring Healthcare Privacy and Access While Managing Multiple Technologies Cook Children’s Health Care System; Texas Hospital Association; DocuSign Recorded: Feb 20 2018 62 mins
    From admission and discharge to billing and record keeping, today’s hospitals use technology along every point of the care continuum. But challenges remain, especially when so many clinicians and staff access patient records across multiple points, and often on different equipment.

    Health IT leaders must safeguard patient data not only on desktop computers, but on hand-held devices, remote monitoring equipment, patient and physician portals, and more.

    Watch this webinar and learn how to:

    - Use multiple technologies to boost physician access
    - Implement new processes to speed up patient experiences
    - Ensure data security across every device and equipment
  • 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
  • Infosys Nia Use Case: Understanding Contracts
    Infosys Nia Use Case: Understanding Contracts Infosys NIA Recorded: Feb 16 2018 4 mins
    One of our clients operates with multiple entities under multiple contracts that govern how business is conducted. They were dealing with extended lead times manually reviewing contracts and handling exceptions. Infosys Nia ingested all contract agreements to create a knowledge model that captured rules, exceptions and resolutions. The model responded to incoming queries and resolved exceptions based on information captured from the labor contracts. A conversational interface provided natural language query into the knowledge models, helping the client reduce lead times, lower costs and improve efficiency.
  • Infosys Nia Use Case: Product Compliance
    Infosys Nia Use Case: Product Compliance Infosys NIA Recorded: Feb 16 2018 4 mins
    Large multinational organizations need to ensure that they are always compliant with regulatory requirements. Trade names for raw materials change across markets and can pose a challenge for regulatory teams to be on top of. Infosys Nia with advanced machine learning and natural language processing helps you build knowledge models breaking down the composition into trade names which can be tested automatically against defined rules. See how Infosys Nia makes it easier for companies to be compliant and reduce fines and increase employee productivity.
  • Infosys Nia Use Case: Predictive Costing
    Infosys Nia Use Case: Predictive Costing Infosys NIA Recorded: Feb 16 2018 4 mins
    Infosys Nia lets you accurately predict the cost of product development by applying machine learning and advanced text analytics on historic cost data. Understand all factors that influence cost of development accurately. Increase profits, reduce costs and shorten your development cycles by improving employee productivity and eliminating iterations between design and operations.
  • Infosys Nia Use Case: Asset Maintenance
    Infosys Nia Use Case: Asset Maintenance Infosys NIA Recorded: Feb 16 2018 4 mins
    Asset operations and maintenance are critical business processes for many organizations. Watch how Infosys Nia’s machine learning and natural language processing help a Chiller Unit save on costs and improve efficiency. Learn how Nia implementation improved issue resolution times by up to 75% and increased the productivity of maintenance engineers by 50%.
  • Infosys Nia Use Case: L3 Automation
    Infosys Nia Use Case: L3 Automation Infosys NIA Recorded: Feb 15 2018 3 mins
    Infosys Nia ingests source code, historical incident tickets, and other documentation to build a knowledge model of the source code with mapping across modules. Natural language processing, text analytics and machine learning techniques are applied to perform bug localization, root-cause and impact analysis, and test plan generation.

    Benefits:

    • Amplified staff capabilities
    • Improved staff productivity and utilization
    • Lowered Average Handle Time
    • Lowered Mean Time To Resolve
  • 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.
  • Analysing the tax proposals of India's Union Budget 2018-19
    Analysing the tax proposals of India's Union Budget 2018-19 Dhruva Advisors LLP, International Tax Review, and Taxsutra Recorded: Feb 1 2018 72 mins
    India’s annual budget is one of the most keenly awaited economic events in India. This year’s budget is the last full budget to be presented before general elections are held in mid-2019. Join International Tax Review, Dhruva Advisors and Taxsutra as we discuss the implications of the tax proposals.

    •Moderated by: International Tax Review and Taxsutra
    •Speakers: Dinesh Kanabar, CEO of Dhruva Advisors

    •Broadcast live at 11.30am GMT/5pm IST on Thursday, February 1 2018. This will be followed by a Q&A session.
  • Sales Manager - You’re FIRED!
    Sales Manager - You’re FIRED! Nigel Dunand, ISM Fellow Jun 26 2018 10:00 am UTC 60 mins
    Watch this now to get a job managing the marketing department!
    Here’s why: three processes you never built three behaviours you never mastered and three strategies you never implemented.
  • Sales Director - You’re FIRED!
    Sales Director - You’re FIRED! Nigel Dunand, ISM Fellow Jul 3 2018 10:00 am UTC 60 mins
    Now go and get a job in consulting!

    The three elements of a successful sales culture you never realised, three hiring and recruiting strategies for A players you never implemented, and your biggest blind spot that prevented you from ever getting results.
  • Why Is Your Sales Manager Is Your Biggest Liability?
    Why Is Your Sales Manager Is Your Biggest Liability? Marcus Cauchi, ISM Fellow Jul 10 2018 10:00 am UTC 60 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!
  • 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 Jul 17 2018 10:00 am UTC 60 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?
  • Hot Topics for Internal Audit
    Hot Topics for Internal Audit Tim Lietz and Ed Williams of Experis Finance Jul 18 2018 4:00 pm UTC 60 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
  • 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 Jul 24 2018 10:00 am UTC 60 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
  • The Art of Sales and Management
    The Art of Sales and Management Laurence Winmill, ISM Fellow Sep 4 2018 10:00 am UTC 60 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.
  • Understanding Business Continuity and Disaster Recovery
    Understanding Business Continuity and Disaster Recovery Ian Beale, Principal Executive Advisor, Gartner Sep 6 2018 10:00 am UTC 75 mins
    This session offers benchmarking on how Risk leaders conduct business continuity processes, and balance these initiatives with risk management objectives.
  • 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 60 mins
    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!

    •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
  • 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 60 mins
    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.
  • 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 60 mins
    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 sales people need to know more about what makes you tick and how you might go about improving your personal performance.
  • 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 60 mins
    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.