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Webinar: How to crush your sales quota

Reasons to Attend:

Sales training doesn’t develop sales champions. Managers do. If you want to make your people more successful and have them live their fullest potential today, first make your managers and salespeople best in class coaches – the critical and missing skill of top sales leaders.

Join Keith Rosen, global authority on sales and leadership and award-winning author of Coaching Salespeople into Sales Champions and Sales Leadership to discover how you can become a more effective leader by developing the habit of coaching to boost sales and productivity, develop sales champions, retain top talent and most important; builds trust.

Key Takeaways

During this interview, you will learn how to:

• Ask more questions, give less advice, and build the trust and accountability to rely on people to do their job

•Reduce your workload and save over 20 hours every week on unproductive, wasteful activities

•Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos

•Improve forecast accuracy, achieve business objectives, boost sales faster, as well as a winning and retaining more customers

•Create buy-in around strategic change and improve daily performance metrics

•Assess company readiness and ensure implementation of a successful, sustainable coaching initiative to create a healthy, happy workplace and extraordinary sales leaders

•Turnaround underperforms fast, and identify the critical conversations managers engage in. (Leveraging CRM, account, pipeline, performance, deal reviews, etc.)
Recorded Dec 5 2019 52 mins
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Presented by
Keith Rosen - CEO of Profit Builders
Presentation preview: Webinar: How to crush your sales quota

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  • Channel
  • Channel profile
  • Regret Aug 4 2020 1:00 pm UTC 60 mins
    Hosted by Adam Brook - featuring Simon Scott Nelson ISM Fellow (Wellity)
    Turn your regrets into the fuel you need to succeed

    We all have regrets, but what separates the champions from those who are lost is how we cope with that regret and move forward through our struggles. There are a lot of reasons we commit to decisions that we later regret, but almost all of them can be reconciled in some shape. It takes a little honest grit and determination, though, and most of all it takes an unflinching willingness to do what’s right for yourself.
  • Webinar: How to overcome failure & rejection Jul 28 2020 10:00 am UTC 60 mins
    Facing Your Fear of Moving Forward

    Have you ever been so afraid of failing at something that you decided not to try it at all? Or has a fear of failure meant that, subconsciously, you undermined your own efforts to avoid the possibility of a larger failure?

    Many of us have probably experienced this at one time or another. The fear of failing can be immobilizing – it can cause us to do nothing, and therefore resist moving forward. But when we allow fear to stop our forward progress in life, we're likely to miss some great opportunities along the way.

    In thiswebinar, we'll examine fear of failure: what it means, what causes it, and how to overcome it to enjoy true success in work, and in life.
  • ISM LIVE: 21st July 11 am Jul 21 2020 10:00 am UTC 60 mins
    ISM Head of Marketing: Adam Brook FISM 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
  • It's not personal, just business Jul 7 2020 10:00 am UTC 60 mins
    Steve Logan - FISM
    One of the hardest elements of the sales process is 'the close'.

    Why is that?

    Now, provided you’ve followed the correct process, therefore practically your sound, it can only be your emotions stopping you:

    Is it the anticipation of the deal? You’ve built the proposal, you’ve chased the client for months, you’ve researched them like you were Columbo and now the excitement of landing them is palpable.

    Is it the pressure of missing out? The boss has already told you that this is big, you know this is big, in fact, it's the biggest deal you’ve ever been involved with (Could be financially, emotionally or practically).

    Or is it personal? Is it the fear of rejection, the fear of not being wanted, the fear that after all this time “You’re still not good enough for them?”

    Let’s ask those questions and reveal some answers which could support you and your teams moving forward.


    1. Provided you’ve followed the correct sales process, it’s never no, it’s not enough information or not today.

    2. No isn’t a bad word, it’s telling you, to be better!

    3. If it is a no, ask yourself “Are they the right client for me?”

    4. When it’s a “no”, don’t be afraid to ask why.

    5. Don’t be afraid to you, trust your process, trust yourself and trust your gut!
  • ISM LIVE: 9th June 11am Jun 9 2020 10:00 am UTC 60 mins
    ISM Head of Marketing: Adam Brook FISM LISM
    Join us for an unscripted chat on sales.

    We will be joined by:

    Emma Bennett: LISM, Sales Manager Solvents Business Unit- Banner Chemicals
    Jane Hemmings: LISM, Head of Internal Sales - EMS-CHEMIE
    Jonathan Finch: FISM, Sales Geek
  • Webinar: Deal or No Deal? Jun 4 2020 1:00 pm UTC 60 mins
    Spencer Wixom - Vice President of Marketing
    In a world where 38% of major purchase efforts end in ‘no deal’, companies find that they badly need to do something different to maintain growth.

    So, they turn to sales training, hoping to help their sellers stand out and engage customers earlier and more effectively. 

    The companies that get transformation right and see consistent, sustainable growth, plan and execute around a foundation supported by six pillars.

    1. Driving Leadership Alignment
    2. Perfecting Message Deployment
    3 Developing Sales Skills
    4. Improving Processes
    5. Managing Sales People
    6. Measuring Processes Effectively

    Register to this webinar to find out more
  • Webinar: Your next client is on LinkedIn but are you ready? Jun 2 2020 10:00 am UTC 60 mins
    Chris Roxburgh - Maguire Training
    75% of UK business people have a LinkedIn profile, but few prepare it properly for that potential client visit. With over 10 million UK members using LinkedIn every day, it must be worth investing some time in ensuring that your profile makes that all-important good first impression.

    Just as you wouldn’t attend a sales pitch unprepared, wearing shorts and a tee-shirt this webinar will demonstrate how to avoid the online equivalent with your LinkedIn profile. We will demonstrate how to build a profile that will impress visitors and create a hunger to learn more about you and your services.

    5 Key takeaways:

    1.The sheer scale of the opportunity offered by LinkedIn
    2.That by using this most underestimated sales aid properly, you will become one of the 1% who do!
    3.The power of a direct message
    4.The importance of good, mixed content
    5. That people buy people, so do your profile justice
  • ISM LIVE: How furloughed Employees can thrive, not just survive, the crisis Recorded: May 21 2020 58 mins
    ISM Head of Marketing: Adam Brook FISM LISM
    Join us for an unscripted chat on sales.

    We will be joined by:

    Tamara McMillen: ISM Fellow and former BESMA Judge
    Simon Murthwaite: ISM Leader, Business Development Manager - Webrecruit
    Martin Middlehurst: ISM Executive, New Business Manager - Northgate Vehicle Hire
  • ISM LIVE: Sales Strategy or Target Setting? Recorded: May 7 2020 59 mins
    Hosted by Adam Brook - featuring 3 ISM Fellows
    Join us for an unscripted chat on sales.

    We will be joined by:

    Dr. Peter Colman: ISM Fellow, Partner/Shareholder - Simon-Kucher & Partners
    Andrew Matthews: ISM Fellow, Account Manager, Pharmaceutical and Life Sciences - Siemens
    Paul Midgley: ISM Fellow, Business Manager- UK & Ireland at Yara UK Limited
  • Webinar: Forget selling – You need to HELP your prospects to buy! Recorded: May 5 2020 59 mins
    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?
    Do you know why sales cycles are now longer?
    Do you think that product or service differentiation is how to win?
    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.

    Smart sales leaders focus on the buyer’s perspective.

    Find out how.

    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?
    3.How can you help your internal champion?
    4.How can you help and collaborate with the buyer committee?
    5.Why should you review your sales engagements?
  • ISM LIVE: Driving Sales During Challenging Times Recorded: Apr 30 2020 48 mins
    Hosted by Adam Brook - featuring 3 ISM Fellows
    Join us for an unscripted chat on sales.

    We will be joined by:

    Iain Rose: ISM Champion, former BESMA Judge and Chair of ISM Scotland
    Simon Scott-Nelson: ISM Fellow, Sales Director at Air Marketing Group and former BESMA finalist
    Sarah Jones: ISM Fellow, Business Dev. Manager, Barnham Broom Hotel
  • Webinar: The Number 1 Reason You Are Not Hitting Quota Recorded: Mar 5 2020 30 mins
    Will Offen - ISM Fellow
    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?
  • Webinar: How to boost buyer engagement Recorded: Jan 21 2020 46 mins
    Jon Perera - Highspot
    Many sales leaders are challenged by faltering sales often caused by the growing gap between buyers and sellers.

    So, how are B2B companies going to boost buyer engagement and retention to meet the tough sales targets?

    •Sales Enablement - how companies are planning to embrace it
    •Sales Training - what are the pitfalls and the plans for change
    •Digital transformation - what are the plans now and in the future

    Don't miss the must-attend webinar for sales and marketing professionals!
  • Webinar: Why membership is the new revenue generating community Recorded: Jan 21 2020 46 mins
    Gordon Glenister - Branded Content Marketing Association
    Reasons to Attend:
    If you want to find a way to create a great sales funnel and community to develop long-lasting relationships, provide a regular revenue stream and opportunities to up and cross-sell then this is the webinar for you. Many of the major brands like Netflix, Amazon Prime, and Linkedin all have very successful membership models, find out how it can work for your business

    Key Takeaways

    •Are you membership ready – the different types to consider
    •How to create a membership programme
    •Understanding the importance of member engagement
    •Why they join, why they leave
  • Webinar: What is Purpose? Recorded: Dec 19 2019 48 mins
    Simon Scott-Nelson - Air Marketing
    Reasons to Attend:

    Leading yourself or others, it doesn’t matter. At the end of each day, we are all looking for meaning and purpose for what and why we get out of bed every morning.

    It's an important aspect that impacts our daily lives.

    As a business and leader, you play an instrumental role in helping your employees finding purpose, and it should start with your business being 'purpose-driven' instead on 'product/solution' driven.

    Many employees feel that they are just working for a paycheck and aren’t contributing to the greater good of society.

    Without a sense of purpose, it’s difficult for employees to connect with their work and their company. Working with a sense of purpose boosts employee motivation, productivity, morale, and overall job satisfaction.

    Key Takeaways

    - What is purpose or meaning?
    - How do I find it?
    - How can I help others to find it?
    - Why should I care?
  • Video: (Highspot) Product Marketing Summit Recorded: Dec 18 2019 20 mins
    Modern product marketing strategies serve to drive revenue, customer satisfaction, and retention. The days of simply packaging features into messaging and content are over. Product marketing must now enable all customer-facing teams to have effective customer conversations that will drive strategic growth. Failing to do so renders the rest of your corporate strategy meaningless.

    With the stakes higher than ever before, how can you turn your enablement strategy into action?

    In this keynote, Highspot CEO Robert Wahbe shares the three new pillars of product marketing success:

    –Enable your entire company to uplift the customer experience
    –Guide your teams and your partners to master what to know, what to say, and what to show at scale
    –Put analytics to work so your metrics matter in driving business decisions

    Now is the time to enable your company to master the customer conversation.

  • Video: (Highspot) The New Frontier of Customer Experience Recorded: Dec 18 2019 2 mins
    Sales enablement is big. Where the category goes will be huge. We see enablement expanding to help at least 50 million people across sales, marketing, services, and support roles collaborate and deliver on their customer experience initiatives. Enablement technology, practices, and teams will unify everyone who interacts with the customer as holistic customer experience defines business success today and tomorrow.

  • Video: (Highspot) How Effective Onboarding Creates Winning Sales Reps Recorded: Dec 18 2019 2 mins
    Organizations with a strong sales onboarding program are more than 15x more likely to have reps who generate pipeline faster. Sales reps who have standout onboarding experiences are not only more productive sooner but obtain win and quota attainment rates that are higher than that of their counterparts that did not enjoy an effective onboarding program. Sales leaders looking to maximize productivity and effectiveness in new sales reps must first enable them with a robust sales onboarding program.

  • Video: (Highspot) How Onboarding Fast Tracks Success for New Sales Reps Recorded: Dec 18 2019 2 mins
    Organizations with established onboarding processes experience 54% greater new hire productivity. Sales reps who have a great onboarding experience are not only more productive sooner, but obtain win and attainment rates that are higher than that of their counterparts that did not enjoy a robust onboarding program. If reps are going to stay ahead of the curve, they must have an effective onboarding experience first.

  • Webinar: How to Handle Sales Objections Recorded: Dec 17 2019 31 mins
    Paul Blair - Spartan Retail Support Ltd
    Reasons to Attend:

    Some sales philosophies will tell you that - if you follow a simple formula – customers will never interrupt your presentation with an objection.

    But that’s just nonsense.

    And - contrary to popular belief - prospects aren’t sitting in darkened rooms trying to invent new fiendish ways to stop you from selling your stuff.
    If people regularly tell you;

    • that you’re too expensive - or
    • that they’re already happy with their current supplier – or
    • they’ve had problems with your company in the past - or
    • your lead time is too long

    Then you need to jump on to this webinar so that I can share with you how to overcome every single objection that you’ll ever hear.

    Key Takeaways

    Everyone who attends will walk away with this tool box of sales gold;

    • How to overcome every genuine sales objection – including those based on price
    • The names of the four headline objection types and the silver bullet that takes each one of them down
    • The three reasons that salespeople fail to overcome the most difficult customer objections – and what to do about them
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: Dec 5 2019 2:00 pm
  • Presented by: Keith Rosen - CEO of Profit Builders
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