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Accounting and Tax

  • IRM International Diploma in Enterprise Risk Management, the gold standard
    IRM International Diploma in Enterprise Risk Management, the gold standard Carolyn Williams, IRM Director of Corporate Relations Recorded: Nov 16 2017 56 mins
    Why choose IRM? Benefits of being qualified, IRM background, qualifications overview

    IRM qualifications, distance learning, blended learning and benefits of studying

    "The student experience and what I’ve gained"
  • 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.
  • Become Risk Certified
    Become Risk Certified Carolyn Williams, IRM Director of Corporate Relations Recorded: Oct 26 2017 58 mins
    Enhance your career with the IRM

    Whatever stage you are at in your career, our qualifications will help you to develop your risk management skills and knowledge that can be applied immediately, no matter which sector, organisation or country you work in. Studying with us also demonstrates your credibility with employers.

    Studying with the world’s leading professional body for risk management with a global reputation as offering the gold standard of risk qualifications, you will be drawing on theory and practice, and utilising real life examples.

    Our qualifications are developed by leading academics and risk practitioners across the world, ensuring our qualifications are highly practical and meet industry needs with the required academic rigor.

    Find out how to enhance your career and earning potential.
  • The 3 Pillars of Social Selling. Part 1: Becoming The Brand & Selling You
    The 3 Pillars of Social Selling. Part 1: Becoming The Brand & Selling You Daniel Disney Recorded: Oct 24 2017 54 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 1 - Becoming The Brand & Selling YOU

    You're not just selling your product anymore, you're selling YOU. More and more of your prospects are looking at your social media profiles and this will influence buying decisions. Find out the best personal branding tips and how to build a profile that will generate opportunities, not scare them away.
  • Simplify and Streamline Document Approvals with Digital Signatures
    Simplify and Streamline Document Approvals with Digital Signatures DocuSign & M-Files Recorded: Oct 19 2017 59 mins
    Every business has documents that require signatures in order to be executed. For many companies, this remains a manual process that takes place either via email or on paper. But there is a better way.

    Watch this webinar to hear from DocuSign and M-Files on how integrating information management and digital signature technology ensures a faster and more convenient process for signing agreements.

    You will also learn how to:
    - Accelerate the collection of digital signatures, information and data within documents, such as contracts and agreements
    - Automate the document approval process so that anyone can transact anytime, anywhere, on any device
    - Increase security and lower cost by integrating information management with digital signature technology
  • ISM - We have changed
    ISM - We have changed ISM Recorded: Oct 11 2017 1 min
    A video representing the brand change at the ISM.
  • Legal Landmines: How Changing Collection Laws Can Affect YOUR Business
    Legal Landmines: How Changing Collection Laws Can Affect YOUR Business Michelle Kreidler Dove, Esq. Recorded: Oct 4 2017 60 mins
    The dynamic nature of collection rules and regulations has many businesses and healthcare facilities unclear as to how far they can go in pursuit of delinquent accounts. This free, on-demand webcast will educate and engage viewers with insightful tips for effectively and safely refining their internal collections practices.
    You’ll learn tips such as:
    How to ensure accurate and effective credit reporting
    Why recent changes in case law should have you rethinking your current processes
    What Important information should be included in your consumer agreement
    How you can work with your collection agency to maximize recoveries.

    Michelle Kreidler Dove, Esq., General Counsel and Chief Compliance Officer at IC System leads this engaging presentation that will answer your most pressing collections-law related questions. You’ll benefit by taking cues and lessons learned from the experts at I.C. System, a family-owned, Seventy-nine year old collection agency.
  • How Governments Can Adapt - Making Digital Transformation a Reality
    How Governments Can Adapt - Making Digital Transformation a Reality Keith Dawson - Principal Analyst, 451 Research, Michael Mueller- Director - Solutions Management, CenturyLink Recorded: Sep 27 2017 53 mins
    Can government institutions use modern tools and technologies to become more flexible and responsive to their constituents? What should they be looking at, and how should they adapt to the challenges of data security, privacy, and reliance on legacy systems? Digital transformation is an ambitious project for any organization; government decision-makers are hoping it will provide a path to broader citizen engagement, empowered employees, and new digital infrastructures that will provide better access to data and services.

    In this webinar we will discuss the results of a survey on the challenges and imperatives of digital transformation, including the perspectives of government managers on their technology and operational challenges and expectations.
  • Why sales people fail...and what you can do about it
    Why sales people fail...and what you can do about it Nigel Dunand Recorded: Sep 26 2017 42 mins
    •Sales cycles dragging on?
    •Not getting in front of enough on-profile prospects?
    •Frustrated by prospects haggling on price?
    •Tired of hearing the same old excuses from your sales team?

    If you manage sales people, and any of these types of challenges resonate with you, then sign up for this webinar.

    •Learn the importance of having a system for selling, and coaching your people to stick to it.
    •Find out why selling features, advantages, and benefits wastes everyone's time.
    •Discover how closing for a decision, YES or NO, can improve your sales teams effectiveness and efficiency.
  • Win and Wow Customers – 6 Best Practices for Onboarding in Banking and Insurance
    Win and Wow Customers – 6 Best Practices for Onboarding in Banking and Insurance Sheryl Kingstone-451 Research, Jim Marous-Financial Brand, and Sarah Johnson-Kofax Recorded: Sep 21 2017 59 mins
    Banks, credit unions and insurance companies may have differing business models, but they all have a common goal: better conversion and retention rates.

    Fortunately, better customer onboarding usually translates to better conversion and retention. For this reason, organizations continue to invest in digital technologies to streamline operations and eliminate time-consuming online interactions in areas such as new account opening, loan origination and policy applications.

    Those first information-intensive interactions, of course, are the most critical: you usually only get once chance to win a new customer’s business. But winning is only part of the equation. What if you could win—and wow—customers from those first moments and keep them engaged throughout the onboarding process?

    Mark your calendars for this upcoming webinar, where industry experts will share six best practices to help your organization win and wow customers:

    • Easy—Enable instant image and data capture via web and mobile technology
    • Accurate—Extract data from pictures of physical documents without error-prone manual entry
    • Automated—Invest in workflow tools to automate and track completion of process steps
    • Visible—Empower staff and customers with process transparency and timely communication
    • Consistent—Ensure data is complete and integrated across internal systems
    • Efficient—Meet expectations for speed, while effectively managing regulatory risks

    Speakers will include:
    •Sheryl Kingstone, Director, 451 Research
    •Sarah Johnson, Industry Solutions Architect, Kofax
    •Jim Marous, Owner and Publisher, Digital Banking Report

    Don’t miss out! Register now >>
  • Cyber Resiliency: Reducing Your Risk By Increasing Your Resiliency
    Cyber Resiliency: Reducing Your Risk By Increasing Your Resiliency Stephen Head, Mike Gerdes, and Jeff Butler of Experis Finance Recorded: Sep 12 2017 61 mins
    Managing operational resilience in today’s digital environment is extremely challenging, whether your organization is public, private or governmental. In response to the continued growth of cyber-attacks, many organizations have decided it’s time to focus more of their efforts on cyber resiliency. This approach to proactively dealing with the potential outcome 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 cyber resiliency and explore the following aspects of cyber resiliency:

    • Where cyber resiliency differs from traditional business continuity management
    • How to determine your organization's need for cyber resiliency
    • Practical ways to assess your current and future organizational exposure
    • Who should be involved in cyber resiliency
    • What are some practice steps to begin implementing a cyber resiliency program

    Whether or not you have embraced a formal cyber resiliency program, this session will provide some practical advice on what cyber resiliency is, how to incorporate it in your organization’s overall business continuity management efforts, and what cyber resiliency can mean to improving your organization’s ability to withstand a cyber attack.

    Presented by:
    Stephen Head, CPA, CISSP, CISM, CBCP
    Sr. Manager - Risk Advisory Services
    Experis Finance

    Mike Gerdes
    Director, Information Security Center of Expertise
    Experis US, Inc.

    Jeff Butler
    Director, Risk Advisory Services
    Experis Finance
  • Preeminent PE: The new Masters of the Tech Universe
    Preeminent PE: The new Masters of the Tech Universe Brenon Daly, Research Director, Financials, 451 Research Recorded: Sep 7 2017 63 mins
    Forget Oracle, IBM or any of the other big-name, publicly traded acquirers that – until now --have always set the tone in the tech M&A market. If a tech deal printed in 2017, the buyer is more likely a private equity firm than any of the well-known serial acquirers on the US stock market. This is the first time in the history of the multibillion-dollar tech M&A market that financial acquirers have been busier than these strategic acquirers. To understand how the ever-growing influence of buyout shops is reshaping the tech industry, join 451 Research for an hour-long webinar on Thursday, Sept. 7 2017.
  • Developing Risk Appetite Statements
    Developing Risk Appetite Statements Ian Beale Recorded: Sep 6 2017 61 mins
    In today's increasingly global work environment, more employees than ever before are making material decisions on behalf of the organization, and these decisions don't always adequately account for risks to the enterprise.

    This webinar will provide an overview of how to define your organisation’s level of ‘risk appetite’, helping you to determine the most relevant approach for drafting your organization’s risk appetite statements, assess stakeholders’ preferred risk-taking posture and write impactful risk appetite statements.
  • High Scale, High Stakes: Adjusting Focus and Investment at the Network Gateway
    High Scale, High Stakes: Adjusting Focus and Investment at the Network Gateway Dan Cummins, Senior Analyst with 451 Research and Tim Chiu, Senior Director of Product Marketing with Symantec Recorded: Aug 2 2017 50 mins
    As cloud continues to erase the network perimeter, it’s more important than ever to align IT infrastructure to track more closely to the businesses it serves.

    As a result, gateway technology choices and investments need to fit the cloud model and fit in terms of security use case, value, and real-world business requirements.

    Join Dan Cummins, analyst with 451 Research and Tim Chiu, Senior Director of Product Marketing at Symantec, for an informative webinar on August 2 to hear a discussion of network security today.

    Agenda:

    - Discussion on the increased dependence on HTTP and HTTPS

    - The limitations of Firewalls in the web and cloud world

    The increasing critical need for web gateways, both on premise and in the cloud, for achieving:

    - Access governance for users and devices

    - Verifiable protection against advanced attack methods

    - Agile risk management and measurable return on investment.

    Important opportunities are at hand right now to integrate network and cloud-based approaches to achieve coordinated and robust anti-malware, privacy, policy and connectivity capabilities, while continuing on a path to flexible, software-defined infrastructure.

    Register Today
  • Taking Control of Corporate Spend
    Taking Control of Corporate Spend Rob Kugel, Ventana Research; Lauren Pukacz, New York Library Recorded: Jul 25 2017 62 mins
    Today’s CFOs are putting business travel expenses and indirect spend under the microscope to optimize cost savings and achieve operational excellence. But fragmented systems and processes make it difficult for business leaders to control corporate spend.

    These challenges demand radical changes in expense management. Watch this webinar replay with Ventana Research and the New York Public Library to learn:

    - Why spend management is a top priority for finance executives
    - How organizations can use a single approach to manage spend
    - How Workday streamlines business processes and identifies opportunities for cost savings
  • Workloads, Data Centers & Cloud Strategy: Market & Technology Trends
    Workloads, Data Centers & Cloud Strategy: Market & Technology Trends Carl Lehmann, Principal Analyst with 451 Research, and Don Davis, Technology Director for Iron Mountain’s Data Center busines Recorded: Jul 25 2017 58 mins
    IT planners have far more options as to where to run their workloads than ever before. On-premises data centers, co-location facilities and managed services providers are now joined by hybrid multi-clouds – a combination of Software-, Infrastructure- and Platform-as-a-Service (SaaS, IaaS, and PaaS) execution venues. All have unique operational, performance and economic characteristics that need to be considered when deploying workloads.

    In this Webinar Carl Lehmann, Principal Analyst with 451 Research, and Don Davis, Technology Director for Iron Mountain’s Data Center business will discuss how industry leading enterprises determine the best execution venues for their workloads by addressing:

    •The market and technology trends that influence workload, data center and cloud strategy
    •How to evaluate the characteristics of various workloads and execution venues
    •How to manage workloads across on-premises and off-premises ecosystems
    Attendees will learn how to formulate an IT strategy that can be used to guide the decision criteria needed for placing workloads on their best execution venues, and enable the migration and ongoing management of workloads across a hybrid multi-cloud enterprise architecture.
  • How to make patient information work for you
    How to make patient information work for you Robin Borneman Recorded: Jul 12 2017 20 mins
    Collecting payments for healthcare services is more challenging than ever. The more patient data gathered during the initial point of contact with patients, the more equipped your office will be when collecting any unpaid balances down the road. In this engaging Webinar, you’ll learn some actionable tips for improving your patient contact procedures to collect more money when the time comes.

    Robin Borneman, the Training and Development Manager at IC System, will lead this 30-minute presentation, bringing with her 14 years of collections industry experience in healthcare, government, and financial services.

    In this webcast you will learn:

    •Critical Information to collect at registration.
    •Benefits of using, asking, and retaining HSA information.
    •Intake: How much is too much?
    •How to use the information to recover the cost of service.
  • Adopting the new revenue recognition standards [Replay]
    Adopting the new revenue recognition standards [Replay] Brian Sommer, CEO - Techventive; Richa Dubey, Strategy - Workday; Tammy Cunha Compliance, Reporting, Revenue- JDA Software Recorded: Jun 29 2017 61 mins
    Revenue recognition is already one of the most difficult financial and accounting processes to get right, and it’s one of the leading causes of restatement.

    With the introduction of ASC 606/IFRS 15, revenue recognition standards are experiencing significant change. Have you planned for your organization’s transition?

    Watch the webinar replay with Brian Sommer, CEO, TechVentive; Tammy Cunha, senior director, Compliance and Reporting, Revenue, JDA Software; and Richa Dubey, director, Revenue Product Strategy, Workday, to better understand the requirements and helpful ways practitioners like you are transitioning to the new standards.

    During this session, you will hear:

    An overview of the changes
    Best practices for transitioning and how to apply them to your own organization
    Real-world examples of Workday Financial Management that allow you to maximize your Financial IT to manage, account for,expense, forecast, and recognize revenue according to today’s guidelines and the financial planning of tomorrow
  • The Future of Planning, budgeting and forecasting
    The Future of Planning, budgeting and forecasting Mark Nittler, VP Enterprise Strategy - Workday; Gary Simon, FSN Modern Finance Forum Leader - FSN Recorded: Jun 21 2017 32 mins
    As modern finance professionals, we are facing the most challenging FinTech conditions for decades as we strive to be better business partners.

    In this 30 minute webinar replay will explore the 2016 FSN "The Future of Financial Planning, Budgeting, and Forecasting"" global research findings, and reveal:

    The critical challenges facing everyone from the CFO to FP&A managers across the globe.
    A better understanding of the changing financial landscape around audit and compliance, cloud ERP and procurement.
    Why we need to transition to a culture of continuous financial planning.
    How the finance function can transform into a more strategic business partner.

    Watch now and learn how you can lead your organization into the future.
  • How Leading PSOs Harness Talent and Grow Margins
    How Leading PSOs Harness Talent and Grow Margins Dave Hofferberth, Founder and Dir. - SPI Research; Mark David, Dir. Industry Strategy - Workday Recorded: Jun 14 2017 57 mins
    At a time when new client revenue in the industry is at the lowest it’s been in nine years and competition is soaring, professional services leaders are turning to their strongest assets for help: Their people.

    With a host of exciting new cloud-based technology applications, organizations are now able to utilize their Cloud ERP to better manage and develop talent—leading to increased productivity and higher levels of workforce efficiency, even during these challenging times.

    Yet only 56 percent of today’s professional services companies have adopted HCM solutions. Why?

    Watch the webinar replay “How Leading PSOs Harness Talent and Grow Margins” to gain a better understanding of audit, compliance, expense management, procurement, Financial IT and the current state of the industry and to learn how to improve retention, productivity, and profit.
  • How Quorum Health Resources Is Driving Business Performance
    How Quorum Health Resources Is Driving Business Performance Shannon Williams, VP Project Management, Quorum Health Resources; Mark David, Director, Industry Strategy, Workday Recorded: May 17 2017 47 mins
    At a time when new-client revenue in the industry is at its lowest point in nine years and competition is soaring, professional services leaders are focusing on their strongest assets: their people.

    With exciting, new cloud-based applications, organizations are now able to better manage and develop talent, leading to increased productivity, higher levels of workforce efficiency, and optimized profits.

    Workday Professional Services Automation (PSA) is designed for organizations that manage and execute client-facing billable projects. Workday PSA is unified with Workday Financial Management for more-accurate customer billing, expense management, revenue recognition, margin and profitability analysis, and financial reporting. With Workday, costs are accounted for on time, and with limited effort for your billing and accounting teams.

    Watch the webinar replay to find out why Quorum chose Workday Professional Services Automation, hear about its deployment process, and discover the benefits it has already experienced by managing people, finances, and projects in a single system.
  • Bottom-line Savings through Contract Compliance and Cost Recovery
    Bottom-line Savings through Contract Compliance and Cost Recovery George Albarelli, RAS Director, and Bill Consolie, Practice Leader-Construction Services, both of Experis Finance Recorded: May 10 2017 62 mins
    During this session, we will discuss how identifying risks and weaknesses in the procurement and contract process can result in reduced costs, recovered savings and corporate governance. You will learn how to identify differences between the contracted commercial teams and what is actually invoiced by vendors using a proven four-phased approach, data mining and other techniques to accentuate manual efforts. You also will discover how to embed controls and recover real dollars through an in-depth review of your procurement process and contracts.

    This webinar features George Albarelli, Director of Risk Advisory Services, and Bill Consolie, Global Practice Leader of Construction Services. They will:

    •Provide background and perspective on procurement contract compliance efforts
    •Demonstrate how to identify contract risks and weaknesses in the procurement and contract process
    •Introduce processes that could reduce overpayments
    •Share how to imbed controls and recover real dollars

    In addition to the above, the presenters will highlight specific aspects of contract compliance as it relates to construction. Specifically, they will emphasize:
    •Cost recovery
    •Risk mitigation
    •Cost avoidance
    •Cash management / cash flow

    Presented by George Albarelli, RAS Director, and Bill Consolie, Practice Leader-Construction Services, both of Experis Finance.
  • Combined Assurance
    Combined Assurance Ian Beale Recorded: Apr 26 2017 62 mins
    Every organisation has invested recently in their assurance functions – budgets in compliance have grown by 10%, InfoSec by 17%, and ERM by 22% - but significant failures and incidents continue to occur. In addition, operational management regularly complain of assurance fatigue and ExCo’s increasingly demand a holistic approach to risk management or a “single view of the truth”.

    Ian Beale, executive advisor at CEB, has more than 20 years' experience in the field of audit and risk. He relishes variety and new intellectual challenges, which proves useful in his role advising companies on critical and emerging risk and audit issues. On a daily basis, Ian works with global companies to identify risk priorities and areas of focus in a world that is rapidly changing.
  • 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 Nov 21 2017 11:00 am UTC 60 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.
  • 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 Dec 5 2017 11:00 am UTC 60 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
  • M&A Leaders’ Survey from 451 Research and Morrison & Foerster
    M&A Leaders’ Survey from 451 Research and Morrison & Foerster Brenon Daly, 451 Research and Rob Townsend, Morrison & Foerster Dec 13 2017 6:00 pm UTC 60 mins
    Undeterred by the recent slowdown in M&A activity in 2017, tech acquirers have largely left their bullish forecast for dealmaking unchanged. For the third consecutive time, essentially half of the respondents to the semi-annual M&A Leaders' Survey from 451 Research and Morrison & Foerster indicated that they expected an acceleration in acquisition activity in the coming half-year. Join us for a lively discussion on where acquirers are looking to buy and what they expect to pay in those deals.
  • 7 Ways to Build Rapport in Sales and Connect with People
    7 Ways to Build Rapport in Sales and Connect with People Tim Robertson Jan 9 2018 11:00 am UTC 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
  • 4 Things to Do When Clients Pressure You for Lower Fees
    4 Things to Do When Clients Pressure You for Lower Fees Tim Robertson Jan 23 2018 11:00 am UTC 60 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
  • Developing and App for your Business – A beginner’s guide
    Developing and App for your Business – A beginner’s guide Richard Messitt Feb 6 2018 11:00 am UTC 60 mins
    Mobile Apps have the ability to generate serious growth for your business. If you’re like most business owners you already have a few ideas of ways you could impress your customers or modernise your business processes with a mobile app. The question is, how do you progress your idea into reality? Richard Messitt, Co-Founder of App Development firm ZUDU is on hand to show you how to take the right steps and avoid the pitfalls and make your idea a reality!
  • 3 Tips for Selling to the Senior level Execs
    3 Tips for Selling to the Senior level Execs Tim Robertson Feb 20 2018 11:00 am UTC 60 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
  • Procurement: Part 1: Successful Telephone Negotiations
    Procurement: Part 1: Successful Telephone Negotiations Sue Preston Apr 3 2018 10:00 am UTC 60 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
  • Procurement Part 2: Reducing Buyer Opening Demands
    Procurement Part 2: Reducing Buyer Opening Demands Sue Preston Apr 10 2018 10:00 am UTC 60 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
  • Secrets of Successful Sales. Pillar 1: Understanding Behaviours
    Secrets of Successful Sales. Pillar 1: Understanding Behaviours Alison Edgar May 1 2018 10:00 am UTC 60 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.
  • Secrets of Successful Sales. Pillar 2: Sales Process
    Secrets of Successful Sales. Pillar 2: Sales Process Alison Edgar May 15 2018 10:00 am UTC 60 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.
  • Secrets of Successful Sales. Pillar 3&4: Sales Strategy and Confidence
    Secrets of Successful Sales. Pillar 3&4: Sales Strategy and Confidence Alison Edgar May 29 2018 10:00 am UTC 60 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.