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Accounting and Tax

  • 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 Mar 6 2018 11:00 am UTC 60 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.
  • Overcoming Objections through Creating Certainty
    Overcoming Objections through Creating Certainty Paul Blair Mar 20 2018 11:00 am UTC 60 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.
  • Live Webinar: Integrierte Buchung & Reisekostenabrechnung
    Live Webinar: Integrierte Buchung & Reisekostenabrechnung SAP Concur Jochen Alig Senior Solutions Consulting Stas Litau Inside Sales Representative Mar 20 2018 2:00 pm UTC 45 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.
  • 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.
  • Salesperson - You’re FIRED!
    Salesperson - You’re FIRED! Nigel Dunand, ISM Fellow, Online Mentor and Midlands Regional Chair Jun 19 2018 10:00 am UTC 60 mins
    Here’s why: the three habits you never acquired the three mindsets you never changed and the three techniques you never mastered.
  • Sales Manager - You’re FIRED!
    Sales Manager - You’re FIRED! Nigel Dunand, ISM Fellow, Online Mentor and Midlands Regional Chair Jun 26 2018 10:00 am UTC 60 mins
    Now 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, Online Mentor and Midlands Regional Chair 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, Sandler Sales Management Trainer 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, Sandler Sales Management Trainer 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?
  • 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, Sandler Sales Management Trainer 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