Monthly Archives: April 2018

//April
27 04, 2018

Geberit shows the way

By |2018-07-31T05:22:39+00:00April 27th, 2018|ISM Team|0 Comments

The ISM has been helping sanitary products manufacturer Geberit boost its sales training and recently 10 of the company’s salespeople received their ISM Level 3 Certificate in Professional Sales Over the last two years Geberit, an ISM corporate partner, has invigorated its sales training approach to the point where, today, it meets the requirements of ISM qualifications and of the national training standards of which they form a part. As a [...]

18 04, 2018

Vehicle Salesperson

By |2018-04-18T05:59:05+00:00April 18th, 2018|Careers Advice, Planit|0 Comments

A vehicle salesperson sells new cars and buys and sells second hand cars, motorcycles and vans. As a vehicle salesperson you could start off earning between £12,000 and £20,000 a year. With experience it could rise to £35,000 to £50,000 a year. There is normally a basic salary and you can earn more through bonus schemes and commission on sales. A company car is normally included. See the original post here

18 04, 2018

Building a buyer persona – how to turn data into customer insight

By |2018-04-25T08:55:51+00:00April 18th, 2018|Insight|0 Comments

At the heart of all marketing is one very important question – who are you aiming to reach? Unless you know exactly the kind of customers you are targeting, you will never know how best to engage with them. No strategy can be developed without detailed buyer personas and running campaigns without this crucial point of focus is essentially just shooting in the dark. Why are buyer personas so important? According [...]

16 04, 2018

Why Talent Recruitment and Management Need To Come From The Top

By |2018-04-16T06:23:27+00:00April 16th, 2018|Miller Heiman Group, Partner Content|0 Comments

Recruitment and talent management are important topics in almost any business, but they have special significance in sales organisations. After all, research from Miller Heiman Group shows that most companies struggle to both identify and retain top talent, and turnover in sales is generally twice that of other corporate roles. Given the fact that both talent management and recruitment are inextricably linked, and given their high overall importance within sales organisations, it is imperative that they [...]

16 04, 2018

Why You Are Missing Your Best Opportunities To Increase Sales

By |2018-04-16T06:22:31+00:00April 16th, 2018|Miller Heiman Group, Partner Content|0 Comments

In order to increase sales quota year on year and achieve improved results, organisations need to develop the sales skills of their staff and specifically improve the quality of the sales conversations they have. However, you also need to be able to identify opportunities for growth and capitalise on them, rather than letting them pass you by. In particular, many organisations fail to reach their full potential when it comes to [...]

10 04, 2018

National contest spotlights rising sales stars

By |2018-04-10T10:43:27+00:00April 10th, 2018|ISM In The News|0 Comments

Sales stars of the future went head to head in a prestigious national competition at Edinburgh Napier University. Students from all over the UK travelled to the Craiglockhart-based Business School to test their nerve and skill in the Gartner-sponsored first UK Universities Sales Competition. The judges who assessed their performance were from IT and research firm Gartner, cloud computing company Salesforce, aerospace giant Textron and Kansas State and Abertay universities. The [...]

10 04, 2018

Infographic that covers successful cold calling

By |2018-07-31T05:16:33+00:00April 10th, 2018|Ghergich & Co, Guest Posts|0 Comments

We teamed up with Salesforce Canada to create an infographic that covers successful cold calling. It discusses the research salespeople need to conduct before a cold call, as well as what to do during and after the call. Because 80% of sales happen after the fifth contact, cold calling is just the first step in a long journey to closing the deal. Quick! Name something that’s intimidating but necessary when it [...]

5 04, 2018

It’s not whether you know something, it’s whether you do it consistently… or not…

By |2018-07-31T05:07:51+00:00April 5th, 2018|Gavin Ingham, Member Content|0 Comments

Do you do what you know? Do you to it consistently? At the start of many of my talks, I explain how many people spend their time and energy looking for “new stuff” or “advanced stuff” but do not consistently do what they know. Most people know what to do in most circumstances when they stop to think about it; doing it is often another matter however. Consistency is one of [...]

4 04, 2018

An introduction to agile sales management

By |2018-04-25T06:11:46+00:00April 4th, 2018|Pre-Approval|0 Comments

You may assume that ‘agile’ approaches to projects and management is limited to the worlds of IT and software development. This may have been where the term ‘agile’ was coined, but the methodology is now spreading rapidly to other industries – including sales. The principles of agile management Agilemethodology.org, a site dedicated to helping people to understand the agile movement, describes it as follows: “Helping teams respond to unpredictability through incremental, [...]

3 04, 2018

See It, Say It, Sorted

By |2018-07-31T05:08:16+00:00April 3rd, 2018|Long & Short, Member Content|0 Comments

Recently here in the UK we have had the launch of a national safety campaign with the simple message of “See it, Say it, Sorted” it’s a security campaign for National Rail and when I first heard it in the build up to Christmas I thought that it made complete sense. The idea is that people seeing something unusual are being encouraged to report it to the authorities. This got me [...]