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ISM LIVE: Driving Sales During Challenging Times

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
Recorded Apr 30 2020 48 mins
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Presented by
ISM: Adam Benjamin Brook FCIM ǀ LISM
Presentation preview: ISM LIVE: Driving Sales During Challenging Times

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  • Channel
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  • How to use storytelling in your sales proposals and pitches Nov 23 2021 11:00 am UTC 60 mins
    ISM Fellow - Graham Ablett
    Most successful sales people use storytelling in their customer conversations. Yet this technique is often not used as effectively as it might in sales proposals and pitches. Join us to hear some of the storytelling techniques that you can use on your next proposal or pitch to make them more persuasive and compelling.
  • Success and failures of outsourcing your sales Oct 7 2021 10:00 am UTC 45 mins
    ISM Fellow - Owen Richards
    Do you know the majority of times what is responsible for zapping your business into losses? It’s your dawdling and rambling sales function. So what can be done to secure profits and achieve success in sales generation? Consider sales outsourcing.
    It has been observed that most businesses generate sales and marketing shifts with in-house solutions. They either employ a dedicated team of sales and marketing professionals or burden the existing employees by asking them to perform multiple roles. However, in both cases, if the acquired team results in inconsistent sales generation, the direct loss bearer is the organisation. In such a case, businesses tend to fall silently, despite ongoing efforts. But with sales outsourcing, this effort can be targeted in the right direction. Sales outsourcing is an excellent medium for companies to attract high volumes of sales for their products and services using a third party. It helps you collaborate with a sales expert who works as an outsourced interlocutor for your company and services. With the market getting more and more competitive, sales outsourcing can be a proven success weapon for your business.
  • The key metrics that drive a repeatable high-performing sales funnel Jun 15 2021 10:00 am UTC 45 mins
    ISM Fellow - Owen Richards
    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.
    An increase in customer retention has the same effect on a company's profits. The more times a customer comes back and has a positive experience purchasing a product from you, the more likely it is that they'll return in the future and tell their friends.
    To earn repeat business, you need to make sure you're doing the right things. The techniques discussed on this webinar is a great place to start
  • Maximising client retention Apr 20 2021 10:00 am UTC 60 mins
    ISM Fellow - Graham Ablett
    Retaining your existing clients is more crucial then ever before and yet many organisations leave this to chance by not having effective renewal and retention strategies in place. Join us to hear how Strategic Proposals is helping organisations to maximise their retention rates.
  • How good design can positively impact sales Mar 9 2021 2:00 pm UTC 45 mins
    Simon Hutchins
    Good design makes you money. It tells customers that your product is a cut above the rest. Humans are visual beings and design has the power to make an immediate emotional connection.

    Simon Hutchings from design studio Visualise shares his expertise on how
    design can make strong first impressions, build customer relationships, help execute successful campaigns, and make your business more profitable.
  • Mastering the Art of Sales Development Mar 9 2021 11:00 am UTC 45 mins
    ISM Fellow - Owen Richards, Neil Clarke and Gracie-May Bryan
    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.

    Sales leaders can help salespeople develop micro-marketing skills through a combination of formal and informal approaches. Formally, you can support sellers by making sure they have the right messaging and insights to offer to buyers.

    However, sales leaders can also encourage salespeople to step up and develop their own expertise, or to take some of the ideas that marketing is providing and put their own twist on them. Sellers should be able to take big concepts and make them relevant to each buyer.

    Sellers can be a powerful source of insight to customers, which will lead to more opportunities. As a sales leader, don’t let your salespeople off the hook for new business development. Instead, encourage them to focus and develop their own expertise. Micro-marketing skills will go a long way towards helping salespeople to position themselves as experts and engaging with early-stage buyers effectively.

    So, register to this webinar as we will discuss what effective micro-marketers can do to engage with early-stage buyers.
  • Top ten tips for writing winning sales proposals Feb 23 2021 11:00 am UTC 60 mins
    ISM Fellow - Graham Ablett
    Learn what are the top ten characteristics of high quality and compelling sales proposals, based on insights from Strategic Proposals - the leading proposal and pitch company and their research done with buyers from across multiple industries. So if you want to get an edge on your proposals, drop in to this short webinar to pick up some easy to apply tips.

    Presenter: Graham Ablett
  • ISM Spotlight: Darran Berry, Marketing & Business Development Manager UAE, BASF Recorded: Nov 17 2020 38 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
    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: Sam Carrington, Former Sales Controller, ITV Recorded: Nov 10 2020 31 mins
    ISM Adam Brook
    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: Steve Logan, FISM Recorded: Oct 20 2020 41 mins
    ISM Adam Brook
    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: Dr. Peter Colman. Simon-Kucher & Partners Recorded: Oct 15 2020 45 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
    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 Recorded: Oct 6 2020 35 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
    Join us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Ollie.

    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 Recorded: Sep 24 2020 34 mins
    ISM Adam Brook
    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: Stewart Moss, Sales Director, Cedar Court Hotels Yorkshire Recorded: Sep 15 2020 33 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
    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: Darryl Praill, Chief Marketing Officer, VanillaSoft Recorded: Aug 25 2020 57 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
    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: Richard Higham, Managing Director SalesLevers Recorded: Aug 11 2020 40 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
    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 Few, Founder and Chief Geek Sales Geek Recorded: Aug 6 2020 52 mins
    ISM: Adam Benjamin Brook FCIM ǀ LISM
    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 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
    ISM Adam Brook
    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
  • 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
    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
Our Members Come First
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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  • Title: ISM LIVE: Driving Sales During Challenging Times
  • Live at: Apr 30 2020 10:00 am
  • Presented by: ISM: Adam Benjamin Brook FCIM ǀ LISM
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