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The 3 Pillars of Social Selling. Part 3:Social Selling Top Tips & Tricks

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.
Recorded Nov 21 2017 46 mins
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Presented by
Daniel Disney
Presentation preview: The 3 Pillars of Social Selling. Part 3:Social Selling Top Tips & Tricks

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    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.
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    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.
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    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.
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    Laurence Winmill, CEO, David Spear Commercial Vehicles
    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.
  • How to Build a Powerful Partner Sales Channel & The 13 Mistakes to Avoid Jul 24 2018 10:00 am UTC 60 mins
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    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?

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    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:

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  • Onboarding: How to Turn an A-Player into a B-player in Under 4 Weeks Jul 17 2018 10:00 am UTC 60 mins
    Marcus Cauchi, ISM Fellow, Sandler Sales Management Trainer
    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.

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    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?
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  • Why Is Your Sales Manager Is Your Biggest Liability? Jul 10 2018 10:00 am UTC 60 mins
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    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?
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    * 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!
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    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.
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    Nigel Dunand, ISM Fellow, Online Mentor and Midlands Regional Chair
    Now get a job managing the marketing department!
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  • Salesperson - You’re FIRED! Jun 19 2018 10:00 am UTC 60 mins
    Nigel Dunand, ISM Fellow, Online Mentor and Midlands Regional Chair
    Here’s why: the three habits you never acquired the three mindsets you never changed and the three techniques you never mastered.
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    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.

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    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.
  • The Death of the B2B Salesperson Recorded: May 22 2018 34 mins
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  • Secrets of Successful Sales. Pillar 2: Sales Process Recorded: May 15 2018 48 mins
    Alison Edgar
    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 Recorded: May 8 2018 42 mins
    Mike D’Angelo, Sales Director, Qstream
    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
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    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 Recorded: May 1 2018 49 mins
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    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.
  • Procurement Part 2: Reducing Buyer Opening Demands Recorded: Apr 10 2018 41 mins
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    By the end of this webinar event participants will have:

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    Learning outcomes

    By the end of this webinar participants will have:
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  • Overcoming Objections through Creating Certainty Recorded: Mar 20 2018 24 mins
    Paul Blair
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  • What to say in LinkedIn messages to your ideal potential customers Recorded: Mar 6 2018 53 mins
    Tom Mallens, MD of SI Media Ltd
    One of the challenges that people face when using LinkedIn for business, is knowing what to say to their connections and ideal potential clients.
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  • 3 Tips for Selling to the Senior level Execs Recorded: Feb 20 2018 50 mins
    Tim Robertson
    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
Raising the Value of Sales
Established for over 100 years, the Institute has striven to be the authoritative voice of selling and the custodian of sales standards, ethics and best practice throughout its existence.

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  • Live at: Nov 21 2017 11:00 am
  • Presented by: Daniel Disney
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