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Webinar: Folow the money and grow your profits

Reasons to Attend:

Incentives can be a powerful lever to drive sales, but it can be a challenge to get them right.

Questions like:

What metrics should we use? Sales? Gross Margin?
Should we keep it simple or should we drive better outcomes more elements in a balanced scorecard?
How much of the reward should be variable?
Should we cap incentives?

We think that we are rational about incentives, but actually, we all share some innate biases that could be leading to sub-optimal sales outcomes. Join us for our “Incentives - following the money” webinar to see how you can counter or even take advantage of sales biases to drive better sales performance.


Key Takeaways

•Insight on what metrics tend to work best
•How thinking of incentives as a cost can lead to sub-optimal decisions
•Learn whether incentive caps tend to be a good idea or not
•The place and relative value of penalties vs. positive incentives
•How to maximise the impact incentives
Recorded Jun 18 2019 74 mins
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Presented by
Christian Atherton & Sam Oliver-Welsh - Simon Kucher
Presentation preview: Webinar: Folow the money and grow your profits

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  • Channel
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    Also known as customer retention, repeat business is when a customer shops with your company repeatedly. In the best-case scenarios, these customers become loyal supporters of the brand and shop with you regularly over time.
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    There is a popular school of thought that suggests demand generation is the responsibility of marketing, and that salespeople’s time is too valuable to spend on prospecting. Instead, they should spend their time responding to marketing-generated leads.

    Needless to say, we disagree with this point of view.

    We don’t believe that salespeople should waste time cold calling low-quality prospects. However, we do know that sellers can build awareness and credibility with targeted prospects by using micro-marketing methods.

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  • ISM Spotlight: Darran Berry, Marketing & Business Development Manager UAE, BASF Recorded: Nov 17 2020 38 mins
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  • ISM Spotlight: Sam Carrington, Former Sales Controller, ITV Recorded: Nov 10 2020 31 mins
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    In summary, we will cover:

    - Who he is
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    - Why he does it
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    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Steve.

    In summary, we will cover:

    - Who he is
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    - Why he does it
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    - His failures & successes
    - Childhood
    - Future aspirations
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    - Who he is
    - What he does – sales/marketing/product/service – what problem does he solve
    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
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    - His worst day
    - His proudest moment
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  • ISM Spotlight: Ollie Sharpe, SalesLoft VP of Revenue, EMEA Recorded: Oct 6 2020 35 mins
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    - What makes him tick
    - His failures & successes
    - Childhood
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  • ISM Spotlight: Roger Bradburn, Chief Operating Officer, ISM Recorded: Sep 24 2020 34 mins
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    Join us for a frank, open, honest, fun, and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Roger.

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    - Why he does it
    - What makes him tick
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  • ISM Spotlight: Richard Higham, Managing Director SalesLevers Recorded: Aug 11 2020 40 mins
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  • ISM LIVE: Opportunity from Adversity Recorded: Jul 22 2020 54 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
    Join us for an unscripted chat on sales.

    We will be joined by:

    Darren Joseph Bayley: ISM Fellow, Sales Director at Straumann Group and former BESMA Judge
    Ben Hiscott: ISM Leader, National Key Account Manager at ALC Ltd
    Sean Herbert: ISM Leader, Country Manager - UK at Baramundi
  • ISM Spotlight: Brett Goodyear, Market Director – EMEA Challenger Recorded: Jul 17 2020 58 mins
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    Join the ISM as we interview Brett Goodyear, Market Director – EMEA Challenger

    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Brett.

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    - Why he does it
    - What makes him tick
    - His failures & successes
    - Childhood
    - Future aspirations
    - Where he sees himself in 3,5,10 years time
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    - His proudest moment
    - His greatest fears

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    Register to this webinar to find out more
  • Opportunities & threats that returning to work will hold for the sales industry Recorded: Jun 9 2020 57 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
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    Kevin Dixon - Boxxstep
    B2B sales are tough right? Well, I’ve got news for you, buying is even tougher!

    Have you ever wondered why so many deals end in no decision?
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    Do you even know how your prospects decide and buy?

    You’ve all heard about Sales Enablement, but how many of you know about Buyer Enablement?

    Smart salespeople have worked out that helping can be more effective than selling.

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    It’s for: Anyone involved in complex or enterprise B2B sales – Salespeople, Sales Leaders, Sales Enablement

    1.How are companies deciding and buying?
    2.What is the buyer committee and what do you need to know about them?
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  • ISM LIVE: Driving Sales During Challenging Times Recorded: Apr 30 2020 48 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
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    Sarah Jones: ISM Fellow, Business Dev. Manager, Barnham Broom Hotel
Raising the Value of Sales
Since our formation in 1911, The Institute of Sales Management (ISM) has had one aim; to represent sales professionals across the world.

We were the first to host a sales conference, offer sales qualifications, deliver a sales award ceremony and arrange regional groups.

We set the standard for all who follow.

We are the trailblazers.

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  • Live at: Jun 18 2019 9:45 am
  • Presented by: Christian Atherton & Sam Oliver-Welsh - Simon Kucher
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