19 09, 2018

5 Negotiation Tactics That Will Help You to Get a Better Deal

By |2018-09-19T08:16:41+00:00September 19th, 2018|Guest Posts, Making Business Matter|0 Comments

We watch The Apprentice and see the ‘lambs to the slaughter’ negotiating. Not helped by their bravado and arrogance, ‘I’m a shark in business’. Cue the next clip of the poor Apprentice being taken limb from limb by a shopkeeper who won’t give him 5p off of a bottle of champagne! Negotiating looks hard and can be hard if you do it wrongly. Let’s dispel the first myth. Banging your [...]

19 09, 2018

The Power of Story Selling

By |2018-09-19T07:53:23+00:00September 19th, 2018|National Sales Conference, Partner Content|0 Comments

One of the most powerful and compelling forms of communication throughout human history has been the story. From bedtime stories to listening to grandparents talking about the good old days, our upbringing has been saturated with story. Now neuroscience allows us to understand exactly why stories are so powerful, and most importantly for us as sales professionals, how we can use them to inform, educate and influence our customer's brains. In [...]

18 09, 2018

7 tips for winning new business with social sales

By |2018-09-18T06:48:25+00:00September 18th, 2018|Partner Content, Zoho|0 Comments

When you’ve made the decision to start using social media for your business, you need to have a goal. It could be to gain more exposure, to increase online conversation, or, as with most businesses, to generate leads. This is one of the hardest things to do on social media, so keep reading if this is something you want to do. Did you know that 23% of internet users spend ALL [...]

18 09, 2018

Employing Millennials – Who does that?

By |2018-09-18T06:40:00+00:00September 18th, 2018|Alison Edgar, Member Content|0 Comments

“All good things must come to an end” I’m not sure who originated the saying but today it rings true for me. It’s mixed emotions as we say goodbye to Kiya Newnham, our Sales and Marketing Manager, as she leaves us to discover the world. Kiya, started working with me in 2016 on a 3-month internship as part of the Santander Internship programme just after graduating from Bath Spa University, age [...]

17 09, 2018

Beat Blue Monday With Medicash

By |2018-09-17T16:46:46+00:00September 17th, 2018|Medicash, Partner Content|0 Comments

Today is ‘Blue Monday’, allegedly the most depressing day of the year, with Christmas nothing more than the pineless, lonely remains of a tree in the garden, credit card bills rolling in and pay day is still days away for some. Add to that the cold dark mornings and the uncontrollable urge to break those New Year resolutions and crack into the biscuit tin, it’s certainly feeling pretty gloomy. But don’t [...]

14 09, 2018

Video Blog – The Power of an ISM Sales Qualification

By |2018-09-14T11:54:27+00:00September 14th, 2018|Member Content, Stella Round|0 Comments

I have worked within the sales arena for several years in several different roles.  It was only when I started to work with the ISM that I realised how powerful having a sales qualification was. I work within the regulated environment of financial services and it is important that I work within the boundaries of the FCA, the governing body. What the ISM qualification enables [...]

14 09, 2018

Video Blog – Sales is so much more than just a profession. It’s a way of life.

By |2018-09-14T11:53:51+00:00September 14th, 2018|Member Content, Rūta Misiūnaitė|0 Comments

The thrill of the chase. The buzz of landing the deal. The high pressure and high reward work environment. These are just some of the usual reasons why people across the world choose to pursue a career in sales. For me, it's the endless opportunities to learn and try new things why I feel fortunate enough to say that I love what I do. [...]

14 09, 2018

Video Blog – I have worked in a sales environment for 13 years now

By |2018-09-14T11:54:55+00:00September 14th, 2018|Member Content, Paul Blair|0 Comments

Why am I telling you that? My background is of a technical nature. I gained a HNC in Electrical and Electronic engineering in 1992 and have travelled the world commissioning electrical control systems; until 2005 when I decided I’d done enough travelling. At that time, I left the job which had provided so much pleasure travelling to places such as Norway, Bahrain, Vietnam; which had [...]

14 09, 2018

Video Blog – When does marketing end and sales begin?

By |2018-09-14T11:55:24+00:00September 14th, 2018|Member Content, Paul Blair|0 Comments

Having had a fantastic and enjoyable career in retail sales that has lasted almost twenty-five years, the last ten being focused on coaching and development I have to say that it has never been more interesting than the last two years I have been working with the Institute of Sales Management. When you look at the way the sales industry has evolved and how technology [...]

13 09, 2018

We have launched the ISM Mentor Scheme!

By |2018-09-13T13:15:21+00:00September 13th, 2018|ISM Team|0 Comments

On Monday we launched the ISM Mentor Scheme. All our mentors are carefully selected ISM Fellows who have agreed to volunteer their time to helping other members develop themselves professionally. Mentees can choose which mentor they want to partner with based on which mentor profile best fits their requirements. The scheme will work on a 1-2-1 basis, and communication between the mentor and mentee can take place either via [...]

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