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ISM Webinar: Why don’t your salespeople do what they need to do?

Key Takeaways:

Are your salespeople not feeling the love from their prospects?

Struggling to have long and meaningful conversations on the phone? They are not alone.

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 salespeople need to know more about what makes you tick

Discover how you might go about improving your personal performance.

Reasons to Attend:

To be effective, they must understand the game has changed and their approach needs to change too - discover that:

-Self-service has redefined sales
-Prospects need a trusted advisor
-Meaningful conversations are key to closing
-Close the distinction between sales and marketing

You need to adopt it sooner than you think, as the self-service world is not going away - and your competitors know this too.
Recorded Oct 9 2018 26 mins
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Presented by
ISM Champion - Mike Lever
Presentation preview: ISM Webinar: Why don’t your salespeople do what they need to do?

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  • Personal Development Essentials, Part 3: How to Find the Time May 2 2019 10:00 am UTC 30 mins
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK
    Reasons to Attend:

    You have set yourself an exciting goal. You’ve come up with a solid step-by-step plan of how to achieve it. But you just can’t find the time in your busy schedule to work on it? You’re not alone!

    In the final installment of Personal Development Essentials, Ruta will show how she managed to find 100+ hours a year of her time for personal development whilst keeping up with her day to day activities. Make sure you find time for what’s important and sign up to this webinar now!

    Key Takeaways

    • An overview of what’s getting in the way of you achieving your goals
    • Simple mindset tricks to help you achieve your goals quicker and with more ease
    • Practical tips on how to carve out at least 15mins for personal development each day
  • ISM Webinar: Marginal Gains to Improve Outcomes as a Sales Leader Apr 25 2019 10:00 am UTC 30 mins
    ISM Fellow - Ian Moyse
    Key Takeaways:

    •Key metrics to address to transform a sales team
    •What the board wants to see
    •How to make a positive personal impact


    Reasons to attend:

    In today’s selling world, Sales Leaders often hit roadblocks, start new roles and need to make an impact and find it harder and harder to make their mark. Ian Moyse has achieved success in firms running large multi-national teams, smaller startup’s needing to ramp and in joining companies needing sales fixing or acceleration and speaks often on fundamental approaches to driving sales growth and performance. If you take one new idea or focus away, it is with your 30 mins to attend this webinar.
  • ISM Webinar: Personal Development Essentials Part 1: How to Set Quality Goals Apr 18 2019 10:00 am UTC 30 mins
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK
    Reasons to Attend:

    Have you already failed your New Year’s resolutions? Are you dreading coming into work on Mondays? Are you in need of some motivation to kick-start your goals and finish 2019 with a bang? Then you’re in luck because this webinar is meant for you!

    Within four short years, Ruta Misiunaite has progressed from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers at IRI UK, responsible for going after £39m worth of key prospects’ business. The key driver behind Ruta’s success is her relentless focus on continuous personal development and passion for learning everything there is about being a great salesperson.

    In this first installment of our three-part series on Personal Development Essentials, Ruta will show you how to set quality goals that are challenging, exciting, and help you fall in love with what you do. Don’t wait for a Monday or January 1st to start working on your goals and sign up to this webinar now!

    Key Takeaways
    ●Tips & tricks that will help uncover what truly motivates you to get up in the morning
    ●Simple tools to help write a quality goal that makes you feel excited about realising your full potential
    ●Easy to implement techniques to ensure you stick to your goals throughout the whole year
  • UK supermarkets - the longest cold war? Mar 21 2019 11:00 am UTC 30 mins
    ISM Fellow - Andrew Grant
    Why you should attend:

    An up to date analysis of the UK supermarket sector - mergers, acquisitions, consolidation, relentless pressure - but why no all-out price war for the past 15 plus years - would Amazon's entry be the final straw?

    What you will learn

    •Unmissable for anyone selling into the UK supermarkets
    •Get yourself fully up to date with the latest changes that could impact your business
    •Delivered by an acknowledged industry expert
  • ISM Webinar: Lack of Pipeline - The number 1 reason you are not hitting Quota Mar 12 2019 11:00 am UTC 30 mins
    ISM Fellow, Steve Burton
    Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

    I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
  • ISM Webinar: Social Selling In The Real World Feb 21 2019 11:00 am UTC 30 mins
    ISM Fellow - Ian Moyse
    Key Takeaways:

    •What it is
    •What it isn’t
    •Turning Social into real engagements
    •Is it just LinkedIn
    •Receive a Personal Action Plan

    Reasons to attend

    Social Selling is the new sales skill in your toolbag to help you open doors, build your own reputation & have stronger engagement with prospects. Ian Moyse, is a respected authority on Sales Leadership and the new methodology of Social Selling, sitting as a non-exec on Digital Leadership Execs, a leading Social Selling firm. He has spoken widely on Social Selling. Ian is a judge on many Sales Awards and has interviewed hundreds of Salespeople and can share in today’s market a valuable skill that can help set you apart
  • Essential sales skills needed to succeed in the construction industry Feb 7 2019 11:00 am UTC 30 mins
    Stella Dixon - Training Manager, Aggregate Industries
    Key Takeaways:

    A suggested approach to developing commercial skills in Business Graduates in the construction industry.

    Reasons to attend

    Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?
  • ISM Webinar: How to Write an Effective Sales Email Feb 5 2019 11:00 am UTC 30 mins
    ISM Fellow - Niraj Kapur
    Key Takeaways:

    How to write an email which gets a better chance of being opened and getting a response. This will increase your chances of hitting your sales target for the month, quarter and year.


    Reasons to Attend:

    Email is the most common form of communication in business. Most sales emails don't get replied to because they're not good enough.

    So how do you improve your email? How do you communicate to a customer and increase the likelihood of them replying?

    Author of the Amazon bestseller, Everybody Works In Sales, Niraj Kapur, will show you how. Face to face is important. Social media is important. Email is the most common form of communication in business and if you don't get it right, you will lose out.
  • ISM Webinar: The personal nature of productive technology Jan 29 2019 11:00 am UTC 30 mins
    Iain Sinnott – Sales and Marketing director – VanillaIP
    Key Takeaways:

    Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently.

    Technology is transforming businesses and disrupting entire industries. One of those industries that has been heavily affected is sales.

    From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been unthinkable only a few decades ago.

    As a result, many sales organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp the sales process.

    With that in mind, here’s a look at some of the technological tools organizations are using to streamline the selling process:

    -Big Data
    -Social Platforms
    -Sales Force Automation Systems
    -Cloud-based CRM Technology
    -Mobile technology

    Reasons to Attend:

    -Why individuals need to be involved in the choice of business productivity tools
    -The different benefits different users derive
    -Why learning to work with salespeople is the best way for buyers to avoid white elephants

    Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.
  • ISM Webinar: Agile Selling in the Age of the Informed Buyer Recorded: Nov 6 2018 50 mins
    Richard Barkey, CEO & Founder - Imparta
    The team at Imparta believes that Agile approaches – which have transformed the world of software development – are hugely applicable and significant to selling and to sales team development. In this session, Richard will provide insight into how an Agile salesperson can maximise value creation and win rates, and how Agile approaches can drive superior returns from sales training, especially when enabled by technology.
  • ISM Webinar: Why is sales coaching such a misunderstood development tool? Recorded: Oct 16 2018 30 mins
    ISM Champion - Mike Lever
    Key Takeaways:

    More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities.

    Increasingly, company and sales leaders are turning to coaching as a solution.

    And, why not? Executive and personal-effectiveness coaching have historically yielded great results.

    What we commonly see are sales managers and leaders who:

    -Don’t have time to coach
    -Aren’t sure what sales coaches are supposed to do
    -Don’t have access to the tools and resources that can help them get the most of coaching
    -Don’t establish a consistent rhythm of coaching conversations
    -Can’t lead a great coaching conversation

    Reasons to Attend:

    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.
  • ISM Webinar: Why don’t your salespeople do what they need to do? Recorded: Oct 9 2018 26 mins
    ISM Champion - Mike Lever
    Key Takeaways:

    Are your salespeople not feeling the love from their prospects?

    Struggling to have long and meaningful conversations on the phone? They are not alone.

    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 salespeople need to know more about what makes you tick

    Discover how you might go about improving your personal performance.

    Reasons to Attend:

    To be effective, they must understand the game has changed and their approach needs to change too - discover that:

    -Self-service has redefined sales
    -Prospects need a trusted advisor
    -Meaningful conversations are key to closing
    -Close the distinction between sales and marketing

    You need to adopt it sooner than you think, as the self-service world is not going away - and your competitors know this too.
  • ISM Webinar: Why Your Customer Sales Journey is Broken Recorded: Oct 2 2018 31 mins
    ISM Champion - Nevil Tynemouth
    Key Takeaways:

    Let’s face it: There are many fragile – and oftentimes broken – moments in the customer journey.

    Departmental handoffs and changes in the channel, for instance, add complexity and threaten to derail purchases and sometimes harm loyalty.

    So how can you bridge those gaps and deliver the seamless experience your customers really want?

    Reasons to Attend:

    While the customer journey is fraught with troublesome grey areas, don’t fret. Focus on the following areas instead:

    -Awareness
    -Interest
    -Consideration
    -Action
    -Use
    -Advocacy

    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.
  • ISM Webinar: How to create the self belief and confidence to sell brilliantly Recorded: Sep 25 2018 28 mins
    Leigh Ashton
    Key Takeaways:

    This webinar is for you if you struggle with sales or specific sales activities and will open the door to understanding how you get in your own way of sales success...and how to develop a winning sales mindset that attracts success!

    Reasons to Attend:

    -Discover how your thoughts impact on your sales results
    -Learn how to identify your inner barriers...and how to eliminate them
    -Create your personal way of generating consistently great sales

    Many people feel uncomfortable selling. Part of it is to do with rejection – people saying “no” to you.

    Another part of it is to do with ethics – we don't want to be seen to be taking people's money!

    However, selling is not what it used to be.

    You can only succeed – in the long term - if you give value and help customers.
  • ISM Video: Stella Round - My department is accredited by the ISM Recorded: Sep 24 2018 10 mins
    Institute of Sales Management
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Ruta Misiunaite - Two sales promotions since joining the ISM Recorded: Sep 24 2018 4 mins
    Institute of Sales Management
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Paul Blair - My Biggest Challenges in Sales Recorded: Sep 24 2018 5 mins
    Institute of Sales Management
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Andy Matthews - Why I took an ISM Qualification Recorded: Sep 21 2018 6 mins
    Institute of Sales Management
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Webinar: The Art of Sales and Management Recorded: Sep 4 2018 50 mins
    ISM Fellow - Laurence Winmill
    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.
  • ISM Webinar: How to Build a Powerful Partner Sales Channel & Mistakes to Avoid Recorded: Jul 24 2018 61 mins
    ISM Fellow - Marcus Cauchi
    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
Raising the Value of Sales
The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

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  • Presented by: ISM Champion - Mike Lever
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