Bentley Systems: Perfecting the art of sales

The ISM is proud to announce Bentley Systems as an important new corporate partner.

Bentley is a US-based software development company that supports the professional needs of those responsible for creating and managing the world’s infrastructure, including roads, bridges, airports, skyscrapers, industrial and power plants, and utility networks. Founded in 1984, Bentley has over 3,500 employees worldwide, and generates annual revenues of $700m in 170 countries.

The company delivers solutions for the entire lifecycle of an infrastructure asset, tailored to the needs of the various professions – the engineers, architects, planners, contractors, fabricators, IT managers, operators and maintenance engineers – who will work on and work with that asset over its lifetime. As Simon Horsley, Vice President Sales Bentley Systems and recently appointed Executive Leader for the UK explains, as a team we must be continually working to perfect the art of selling to drive the accelerated sales growth of our innovative software and services to the enterprises and professionals who design, build, and operate the world’s infrastructure.    

Bentley’s corporate partnership with the ISM will initially mean that 30 of its UK-based sales colleagues can access the benefits of individual membership of the UK’s leading professional body for salespeople, facilitating their ongoing professional development and enhancing their approach to working with customers.

Horsley continues, “I’m continually aiming for us to perfect the art of selling here, and I could see that the ISM provides a great environment for peer-to-peer learning. I wanted myself and my sales team to be exposed to the thought leadership, best practice, resources and networking opportunities that the ISM offers.

Horsley has already attended an ISM workshop himself, which he describes as “very worthwhile” and will be encouraging his team to sign up for similar events. He adds, “Some colleagues may want to go further by pursuing ISM qualifications – and we would certainly support them in that.

He believes the collaboration will also help with recognition and teambuilding – for example, through future participation in the ISM’s British Excellence in Sales Management Awards (BESMA). “Six of my colleagues attended the recent BESMA 2018 awards ceremony, which they described as ‘inspirational’,” he says. “BESMA recognises the contribution of salespeople, rewarding top performers and generating a strong team ethic, which are all really important for us. It’s all part of perfecting the art of selling.

Dave Millichap, Corporate Account Director for the ISM, adds, “Simon’s drive and dedication as a Sales leader is key to our partnership with Bentley Systems as he sees the true value in his team taking time to develop their learning and skills. The modern buyer demands the very best in Sales practice which can only be achieved by Sales people who are engaged with their own development which is often driven by organisational culture. Sales Leaders play a big part in this process as they are key to enable, reinforce and support opportunities such as membership to the ISM and we look forward to working more closely Simon with Bentley Systems into 2019 and beyond

ISM’s collaboration with Bentley Systems is the latest in a string of new corporate partnerships, with other big-name recruits including communications giant Virgin Media Business, industrial chemicals business Yara UK, and three powerful players in the construction industry, Aggregate Industries, BRE and Redrow.