Name: Video: (Cognism) A day in the life of a SDR
Start: 2019-11-27T15:15:00Z
End: 2019-11-27T15:18:46.000Z
Location: BrightTALK
Rating: 5

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.

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

In summary, we will cover:
 
- 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 
- Where he sees himself in 3,5,10 years time
- What success means to him
- His worst day
- His proudest moment
- His greatest fears 
 
…and anything else

ISM Spotlight: Darran Berry, Marketing & Business Development Manager UAE, BASF

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

In summary, we will cover:
 
- 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 
- Where he sees himself in 3,5,10 years time
- What success means to him
- His worst day
- His proudest moment
- His greatest fears 
 
…and anything else

ISM Spotlight: Sam Carrington, Former Sales Controller, ITV

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 
- 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 
- Where he sees himself in 3,5,10 years time
- What success means to him
- His worst day
- His proudest moment
- His greatest fears 
 
…and anything else

ISM Spotlight: Steve Logan, FISM

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

In summary, we will cover:
 
- 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 
- Where he sees himself in 3,5,10 years time
- What success means to him
- His worst day
- His proudest moment
- His greatest fears 
 
…and anything else

ISM Spotlight: Ollie Sharpe, SalesLoft  VP of Revenue, EMEA

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

In summary, we will cover:
 
- 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 
- Where he sees himself in 3,5,10 years time
- What success means to him
- His worst day
- His proudest moment
- His greatest fears 
 
…and anything else

ISM Spotlight: Roger Bradburn, Chief Operating Officer, ISM

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

In summary, we will cover:
 
- 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 
- Where he sees himself in 3,5,10 years time
- What success means to him
- His worst day
- His proudest moment
- His greatest fears 
 
…and anything else

ISM Spotlight: Stewart Moss, Sales Director, Cedar Court Hotels Yorkshire

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

In summary, we will cover:
 
- 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 
- Where he sees himself in 3,5,10 years time
- What success means to him
- His worst day
- His proudest moment
- His greatest fears 
 
…and anything else

ISM Spotlight: Darryl Praill, Chief Marketing Officer, VanillaSoft

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

In summary, we will cover:
 
- 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 
- Where he sees himself in 3,5,10 years time
- What success means to him
- His worst day
- His proudest moment
- His greatest fears 
 
…and anything else

ISM Spotlight: Richard Higham, Managing Director SalesLevers

ISM Spotlight: Richard Few,  Founder and Chief Geek Sales Geek

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 LIVE: Opportunity from Adversity

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.

In summary, we will cover:

- 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
- Where he sees himself in 3,5,10 years time
- What success means to him
- His worst day
- His proudest moment
- His greatest fears

... and anything else

Register to this webinar to find out more

ISM Spotlight: Brett Goodyear, Market Director – EMEA Challenger

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

Opportunities & threats that returning to work will hold for the sales industry

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: How furloughed Employees can thrive, not just survive, the crisis

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

ISM LIVE: Sales Strategy or Target Setting?

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?

Webinar: Forget selling – You need to HELP your prospects to buy!

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

ISM LIVE: Driving Sales During Challenging Times

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: The Number 1 Reason You Are Not Hitting Quota

In this video, Saif Khan, Cognism's top SDR of Q3 discusses his thoughts on being an SDR.

Questions asked: 

1. Can you describe your role in 3 words? 

2. What made you want to go into a career in sales?  

3. Where do you see your role progressing?  

4. What is something that you struggled with as an SDR and how you solved it? 

5. What is one of the highlights of being an SDR? 

6. What are your top tips for a great cold call? 

7. What is the biggest objection you get and how do you overcome it?

Video: (Cognism) A day in the life of a SDR

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Video: (Cognism) A day in the life of a SDR

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