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 [...]
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 [...]
Press Release: Kerry Nutley, Vice President Digital GS - Sales at BT, appointed BESMA 2018 Head Judge It is with great pleasure that the ISM is today able to announce the appointment of Kerry Nutley, Vice President Digital Sales at BT as our Head Judge for the British Excellence in Sales Management Awards 2018. Kerry will be responsible for leading and supporting the wider panel of industry [...]
Darren Spence explains how you can take the luck out of recruiting great salespeople It still surprises me that employers and specialist recruitment companies don’t work better together to improve the way salespeople are hired and onboarded. Too much emphasis (and risk) rests on the shoulders of the employer to manage the process effectively – recruiters could do more. I’ll come back to that point later on, but first let me [...]
