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Accounting and Tax

  • 3 Tips for Selling to the Senior level Execs
    3 Tips for Selling to the Senior level Execs Tim Robertson Recorded: Feb 20 2018 50 mins
    Most of us want to have better meetings with senior executives. Meetings that feel like conversations, not pitches. Meetings that build deeper relationships. Meetings that uncover more ways in which they can help their customers. Behind closed doors, when I ask what's holding people back, many will tell me things like, "I don't feel comfortable," "I have nothing to offer to them,"" or "I'm not at their level." Selling to Senior level executives can be difficult, and getting a first meeting can be a real challenge. But, in our experience, the most difficult part is not getting the first meeting. It's getting the second one. Or the third one. This webinar explores the ways that you can get to that second and third meeting
  • Making a Difference
    Making a Difference Peter Thomson - BESMA 2017 Lifetime Achievement Winner Recorded: Feb 6 2018 57 mins
    How to implement a ‘Making a Difference’ mentality into your sales teams. This webinar will motivate and help you and your sales teams to connect personal meaning and passion to your processes which in turn will deliver better and longer-term results.
  • 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.
  • Papierlose Abrechnung: Fakten statt Vorurteile
    Papierlose Abrechnung: Fakten statt Vorurteile Jens Schneider (SAP Concur), Stefan Groß, Steuerberater GoBD-Experte Recorded: Jan 25 2018 59 mins
    Sie würden mit digitaler Belegarchivierung gerne Einsparpotenziale und Prozessoptimierungen realisieren, sind sich aber unsicher, was die gesetzlichen Voraussetzungen angeht? Hören Sie sich jetzt vom Experten, wie Steuerrecht und Digitalisierung zusammenpassen und wie Sie selbst von papierloser Abrechnung profitieren können.
  • On the Move - Die Reise von der On-Premise Welt in die Cloud
    On the Move - Die Reise von der On-Premise Welt in die Cloud Andreas Klein, Benjamin Tattermusch (SAP Concur) Recorded: Jan 25 2018 46 mins
    In diesem 45-minütigen Webinar sind wir den grundlegenden Unterschieden der Cloud gegenüber einer On-Premise-Lösung im Geschäftsreisemanagement auf den Grund gegangen und haben gezeigt, wie Ihr Unternehmen mit einer SaaS-Lösung fit für die Zukunft ist..
  • Fürsorgepflicht - sind Sie für den Ernstfall vorbereitet?
    Fürsorgepflicht - sind Sie für den Ernstfall vorbereitet? Andreas Krugmann, Frank Emmerich (SAP Concur) Recorded: Jan 23 2018 53 mins
    Fürsorgepflicht: Jeder Zweite glaubt, dass Arbeitgeber im Krisenfall überfordert wäre. Mit Concur Locate kommen Sie Ihrer Fürsorgepflicht umfänglich nach. Werfen Sie jetzt einen Blick in das Tool, um zu erfahren, wie Sie sich ganz einfach um Ihre Reisenden kümmern können.
  • 4 Things to Do When Clients Pressure You for Lower Fees
    4 Things to Do When Clients Pressure You for Lower Fees Tim Robertson Recorded: Jan 23 2018 49 mins
    "Your fees are too high; can you do it for less?" In the highly competitive marketplace we hear dreaded phrases like this all of the time. The easy thing to do is to offer a discount, but that cuts into your profit margins and sets a precedent for the future. You don’t want to become a victim of discounting gone wrong. So what do you do when clients push back on your fees? This webinar runs through the 4 things you can do when clients put pressure on you to lower your fees
  • Judging Day Highlights 2017
    Judging Day Highlights 2017 Institute of Sales Management Recorded: Jan 22 2018 4 mins
    To register your interest or to find out more about Judging Day and our BESMA Awards please click here https://www.ismprofessional.com/besma/
  • BESMA 2017 Awards Highlight Reel
    BESMA 2017 Awards Highlight Reel Institute of Sales Management Recorded: Jan 22 2018 4 mins
    The 2017 BESMA Awards was hosted by Jimmy Carr and attracted hundreds of entries from leading organisations across the UK & Europe. BESMA has been celebrating the expertise, talent and achievements of the sales industry over the last decade and is regarded as the premiere celebration of sales excellence and recognition in the UK.

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

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

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

    For future interest please click here https://www.ismprofessional.com/besma/
  • Leveraging Google Apps & DocuSign Across your Business
    Leveraging Google Apps & DocuSign Across your Business Chris Nino, DocuSign; Justin Eddy, Google; Laura Regin & Richard Stenson, Austin Fraser; Marshall Nam, DocuSign Recorded: Jan 16 2018 39 mins
    With DocuSign & Google, you can create, edit, and complete documents in minutes right from Google Drive and Gmail. DocuSign has been designed as a natural extension to core Google applications, enabling users to create end-to-end digital workflows and move seamlessly from an email attachment or file stored in Drive to approval & signature in no time at all. Doing business has never been more efficient. Plus, your clients and partners will love the ease and convenience of signing with DocuSign. Find out how Austin Fraser, a leading recruiting firm in the UK, uses DocuSign + Google across their organization.
  • 7 Ways to Build Rapport in Sales and Connect with People
    7 Ways to Build Rapport in Sales and Connect with People Tim Robertson Recorded: Jan 10 2018 60 mins
    Consider this: a CBS News / New York Times poll asked, “What percent of people in general are trustworthy?” The answer: 30%. Pretty sceptical we all are, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. “What percent of people that you know are trustworthy?” The answer: 70%. That’s a huge difference. Goes to show you: when people get to know you and people get to like you, people begin to trust you. This webinar outlines the 7 ways to build trust with your clients
  • Blended Learning workshops
    Blended Learning workshops Kate Boothroyd Recorded: Dec 13 2017 33 mins
    The webinar will focus on the new interactive and face-to-face, Blended Learning workshops for the International Certificates which will reinforce your understanding of the material and help you develop the practical skills needed to put your learning into practice.
  • The Millennial Workforce
    The Millennial Workforce Timothy Lietz, Director of Risk Advisory Services, Experis Finance Recorded: Dec 5 2017 62 mins
    The Millennial Generation is one of the five generations in today's workforce and now, also the largest! Learn what motivates this powerful generation as they move into leadership roles and mold the future direction of organizations they work within.

    This informative webinar will provide an in-depth look at the Millennial workforce and cover the following aspects of this new generation:
    •A look at the five generations interacting in today's workforce
    •An overview of Millennial Generation characteristics
    •Management tips for all generations to consider
    •Current examples of leading and mentoring Millennials
    Whether you lead Millennials today, have them as teammates or colleagues, or you report to one, this session provides insight into what motivates this powerful generation and the ways they will change our workforce over the coming years.
  • The 3 Pillars of Social Selling. Part 3:Social Selling Top Tips & Tricks
    The 3 Pillars of Social Selling. Part 3:Social Selling Top Tips & Tricks Daniel Disney Recorded: Nov 21 2017 46 mins
    This 3 part webinar series will give show you the 3 key pillars to achieving social success in sales. Learn how to create the ultimate profile, build a winning personal brand, create great and consistent content and build a winning strategy. The final session will be packed with the best industry tips and tricks to make social work for you.

    Part 3 - Social Selling Top Tips & Tricks

    From LinkedIn searching secrets all the way to email address generating hacks, these are the top tips and tricks that will give you a huge advantage in the world of social selling. This webinar will bring everything together in the social selling series and will give you the ultimate list of tools use social to dramatically enhance your pipeline and sales process.
  • 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
  • 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.
  • 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.
  • 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
  • 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 Feb 20 2018 5:00 pm UTC 75 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
  • 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
    (Go and get a job in marketing!) 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