Help Us Help You A brief look at LinkedIn is telling me that our members are being contacted by organisations to help them deliver a webinar, awards, a podcast, attend a virtual event. In fact, the sheer intensity of the interactions I am witnessing between third-party organisations and our members, at least across those members I am connected to, has been staggering and makes us all immensely proud to [...]
Lottie Hearn shows how confidence on camera can present your sales power on a screen of any size In my work as a video coach I keep up to date on presenting styles. And you know what – while the tools may have changed beyond all belief, the way in which we tell and sell a story to inspire, enlighten, challenge or empower has changed very little over the years. [...]
The journey and upward trajectory of British cycling is well documented. In the span of 8 years the Team GB gold medal haul rose from 2 in Athens to 8 in London. 2004 had been the best result since 1908 and yet improved performance continued with 8 golds each at the 2008 and 2012 Olympics, and 6 in the 2016 games in Rio. Similarly, British performance at the Tour de [...]
Sadly, the failure rate for small businesses has been found to be as high as 50% by year five, rising to 70% by year ten. A few years ago the government commissioned a report from Lord Young to find out why – and he identified talent retention (or lack of it) as one of the main causes. Download and Read the Full Article Here
If you think social media is all about viral videos of cute animals and gossiping about the latest reality TV star, think again. Social media is increasingly a tool that can help sales and marketing professionals pursue new clients, offering them meaningful, relevant insights to improve their businesses. Download and Read the Full Article Here
AO, one of the UK’s leading online electrical retailers, celebrated a fabulous BESMA night, walking off with two awards: Sales Team of the Year (for companies with over 50 salespeople), and Best Sales Employer of the Year. Founded in 2000 as Appliances Online, AO has grown rapidly by offering customers the best possible experience. Download and Read the Full Article Here
Winning Edge talks to speaker, leader and sales entrepreneur Karen Dunne-Squire Download and Read the Full Article Here
The key measure that drives most companies is profit. But in their obsession with the bottom line leaders can forget that companies are successful through people. If you want more water from your tap you just turn it, and if you want it warmer or colder you just adjust. We tend to do the same with people, just turn up the KPIs or sales targets and get more. Download and [...]
A climate of mediocrity pervades the RFP process. You might expect bidders to whinge. But the quality of many RFPs is clearly very poor. That’s resulting in many buyers paying more, and receiving poorer quality solutions than they need to. Aligned with poor initial engagement and a sense that most RFP processes are just going through the motions to validate the selection of an already-preferred supplier, we have to ask: [...]
The ISM’s L&D Leaders’ Forum provides ISM Corporate Partners with a platform for engagement, enabling them to come together, share best practices, discuss common challenges and further inform the work of the ISM. Chaired by ISM Fellow Andy Gray and hosted by Speedy Services, the first meeting focused on Kirkpatrick’s four levels of training evaluation, which prompted invaluable discussions around supporting the ongoing development of sales professionals. Download and Read [...]
