The ISM is delighted to announce that it has partnered with Highspot as they prepare to host an event in London. Join the ISM and other sale enablement professionals at the Sales Enablement Soiree, a one-day event dedicated to all things sales enablement, taking place on 22 May 2019. Register here: https://lnkd.in/dJbSspf
The ISM is thrilled to announce that it has partnered with Showpad as they prepare to host an event in London at Sea Containers London, April 4, 2019 - 9:00 am Market leaders from the Sales Enablement Society, Deloitte, SuccessFlow Digital and more will share the latest insights on Sales Enablement. Exponea will also talk about their journey to creating a better buyer experience. Register here: https://lnkd.in/dXz5hMb [...]
The ISM is delighted to announce that it has partnered with Sales Enablement PRO as they prepare to host an event in London, 22 May. Sales enablement is an ever evolving space. For professionals to stay up-to-date on the latest in the industry and maximize impact as a sales enablement professional, communication and collaboration with each other is essential. Join the team at [...]
Strategic Proposals has become a new corporate partner The ISM is delighted to announce that Strategic Proposals has become a new corporate partner, the first in the field of proposal management, and endorsed them for the quality of its in-house sales training. The collaboration will span many elements from running specialist webinars, speaking at regional events, proposal tools and contributing a range of exclusive proposal training video shorts to the [...]
MENAA Awards 2018 On the 13th of December the ISM travelled to Dubai as a proud partner of the Middle East, North Africa Awards (MENAA 2018) held at the prestigious 7 - Star Burj Al Arab hotel. The ceremony is in its 5th year and recognises the achievements of a wide variety of companies from across the region within two award categories - “Best Business Leader” and “Customer [...]
Rapport is a word that every sales professional should know. It describes the relationship between you and each prospective customer. If you are able to build up a good rapport with a prospect, you will have an understanding between you. The relationship may involve trust or sympathy, and the two of you will be able to communicate your thoughts and ideas well. Why is rapport important in sales? Rapport isn’t [...]
Dear Frank, Your leaving marks the end of an era here at ISM. We know we will all come to appreciate you even more when we try to fill the void that you will leave. During your time with us, you have been a mentor to all of us. Everyone agrees that you possess a rare combination of vision, fairness, and understanding--crucial qualities for an effective leader. Many of [...]
Hire Slow; Fire Fast You’ve just invested the price of a small mortgage hiring James Bond. You’ve scoured the market for candidates, suffered the indignity of working with recruiters, scanned dozens of CVs, interviewed for hours and sifted out the C-players and weaker B-players. You’ve found an A-player, you’re hoping s/he’ll be a superstar but you don’t want to come across as a micromanager or control freak, so you leave [...]
The correct sales manager can help a team transform from average to great. The wrong sales manager can turn a high performing team into a bunch of losers, whiners and excuse makers and will drive away your top performers, leaving you with the deadwood and inconsistent performers. In this, no punches pulled, webinar, Marcus Cauchi from Sandler Training will help you identify if your sales manager is Winston Churchill or [...]
Channel sales is too often seen as the bastard, ugly sister of direct sales but this is a huge mistake. Forrester and Gartner agree that most of all sales and technology will be sold through the channel over the next 10 years. Unless you have a strong channel sales strategy and effective partnerships you risk being left behind. Partners sell for their reasons not your reasons and you had better [...]
