ISM LIVE: Sales Strategy or Target Setting?
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
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
Recorded
May 7 2020
59 mins
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Presented by
ISM: Adam Benjamin Brook FCIM ǀ LISM
ISM: Adam Benjamin Brook FCIM ǀ LISM
Presentation preview:
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Webinar: Your next client is on LinkedIn but are you ready? Nov 26 2020 11:00 am UTC 60 mins
ISM75% 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 Spotlight: Darran Berry, Marketing & Business Development Manager UAE, BASF Nov 17 2020 11:00 am UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin 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 Nov 10 2020 11:00 am UTC 45 mins
ISM Adam BrookJoin 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: Tamara McMillen, FISM Nov 3 2020 11:00 am UTC 45 mins
ISM Adam BrookJoin us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Tamara.
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: Ted Shaw, ISM Champion Oct 29 2020 11:00 am UTC 45 mins
ISM Adam BrookJoin us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Ted.
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 Oct 20 2020 10:00 am UTC 45 mins
ISM Adam BrookJoin 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 Oct 15 2020 10:00 am UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin 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: Ben Bruce, Lead Publisher, Raconteur Oct 13 2020 10:00 am UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Ben.
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 Oct 6 2020 10:00 am UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin 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 Sep 24 2020 10:00 am UTC 45 mins
ISM Adam BrookJoin 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: Louis Jonckheere, Co-founder & President at Showpad Sep 22 2020 10:00 am UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Louis.
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 Sep 15 2020 10:00 am UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin 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: Simon Scott-Nelson, Sales Director, Air Marketing Group Sep 3 2020 10:00 am UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin us for a frank, open, honest, fun and hopefully, lively conversation for an hour (maybe more) Q&A to discuss all things, Simon.
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 Aug 25 2020 6:00 pm UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin 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 Aug 11 2020 10:00 am UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin 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 Aug 6 2020 10:00 am UTC 45 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin 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: 21st July 11 am Jul 21 2020 10:00 am UTC 60 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin 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 Jul 16 2020 10:00 am UTC 60 mins
ISM Adam BrookJoin the ISM as we interview Brett Goodyear, Market Director – EMEA Challenger
Today’s customers make purchases with greater caution and care, just as they did during the last economic downturn of 2008-09. Both then and now, decision-makers and influencers are rewriting the purchasing playbook and the default is to not buy. In fact, our recent study found that 38% of buying groups disband with ‘no decision’ - often citing the inability to come to consensus across a growing and increasingly diverse set of stakeholders. In order to win as customer complexity increases, sales leaders must enable their teams to create demand and urgency throughout the sales experience.
Join Brett, to learn how you can help your sellers deliver the right message, in the right way, to the right buyers with an approach proven to boost top-line performance, increase win rates, and decrease cycle times.
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 LISMJoin 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 -
ISM LIVE: How furloughed Employees can thrive, not just survive, the crisis Recorded: May 21 2020 58 mins
ISM: Adam Benjamin Brook FCIM ǀ LISMJoin 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
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.
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: Sales Strategy or Target Setting?
- Live at: May 7 2020 10:00 am
- Presented by: ISM: Adam Benjamin Brook FCIM ǀ LISM
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