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23 10, 2019

What is BESMA?

By |2020-08-17T12:27:47+00:00October 23rd, 2019|Adam Brook, BESMA, ISM Team|0 Comments

The British Excellence in Sales Management Awards (BESMA) is an awards ceremony hosted every year by The Institute of Sales Management. It's held somewhere prestigious It's hosted by a celebrity You don't have to be a member to attend It's free to enter The ISM plays no part in who gets the award - don't ask me if you're going to win I don't know! You can nominate yourself, [...]

23 10, 2019

How do you make a sale?

By |2020-08-19T06:46:06+00:00October 23rd, 2019|Adam Brook, ISM News, ISM Team|0 Comments

How do we as consumers like to be sold to? Do we buy into brands and what make us devote such loyalty to those brands? I have always firmly believed that what makes that difference in profits and loss across any sales process is how we, as consumers, are treated. Sales as a profession still requires a human touch, something that AI can’t replicate. And who’s responsible for that? [...]

2 10, 2019

The ISM partners with B2B Marketing

By |2020-08-19T06:48:17+00:00October 2nd, 2019|Adam Brook, ISM News, ISM Team|0 Comments

A watertight alignment between sales and marketing is crucial to creating an account-based marketing programme that can deliver serious business growth and ROI. This is why we have partnered with B2B Marketing at their ABM Conference: Align and accelerate. Join us on 5 November in London and take this unique opportunity as a salesperson to learn alongside your marketing team, giving you the advantage and the knowledge to: Increase [...]

30 09, 2019

What makes the perfect BESMA Finalist?

By |2020-08-17T12:29:15+00:00September 30th, 2019|Adam Brook, BESMA, BESMA 2019, ISM Team|0 Comments

Following the participation of all our Judges at Judging Day 2019, I Invited them to craft some content for us that covers... What it takes to win Traits / Characteristics / Preparation  What turned you off a delegate or team Why you chose the winner Without naming anyone directly, it is my hope that this feedback goes a long way to showcasing what BESMA is all about, and educate [...]

4 09, 2019

1st Lieutenant Norman S. Dike Jr

By |2020-08-20T12:39:28+00:00September 4th, 2019|Adam Brook, ISM Team, Sales Leadership|0 Comments

We've hired someone! They are going to be amazing! Do a press release, whack them in the newspaper, get all the journalists fired up about this appointment ... .... then weeks, months or even years later (if you're really unlucky) they are 'let go.' ...and their exit isn't met with as much fanfare as their entrance. People forget, move on but how much damage do those left in the [...]

4 09, 2019

Elvis has left the building

By |2020-08-20T12:41:48+00:00September 4th, 2019|Adam Brook, ISM Team, Sales Leadership|0 Comments

This was the exact phrase that greeted me when I emailed Philip Allen a day after he left the office. I did it out of curiosity to see what would come back. My heart sank, but I was smiling. Only he would do something like that and it would remain for many days after as the company scrambled to fix it. When he summoned everyone one afternoon into a [...]

4 09, 2019

Sales and Marketing – inter-related disciplines, assuredly, but …

By |2020-08-20T10:42:25+00:00September 4th, 2019|Adam Brook, ISM Team, Sales & Marketing|0 Comments

...are they one and the same thing? As Head of Marketing for the UK’s leading sales membership body, the Institute of Sales Management (ISM), it is my firm belief that they are; this belief informs my approach to my role. And this will be showcased in the next few days - stay tuned

4 09, 2019

Salespeople deserve recognition

By |2020-08-17T12:30:18+00:00September 4th, 2019|Adam Brook, BESMA, ISM Team|0 Comments

Recognition matters. Recognition beyond a bottle of wine for a good job or a trip to the spa ... but going up against others in your industry - that's the real test! Don't believe me? Click the link below (or search the keyword 'besma') to find out just how many people and companies are proudly demonstrating their nominations for the best sales awards in town - after one week! [...]

4 09, 2019

ISM Partnership Announcement

By |2020-08-19T06:50:01+00:00September 4th, 2019|Adam Brook, ISM News, ISM Team|0 Comments

We have partnered with Cognism to provide ISM members a special discounted rate until Friday 13th September. Get 40% off your ticket price by visiting the member's area. Join Cognism CEO and meet ISM Fellow James Isilay on Thursday 19th September in London and network with over 200 industry peers. Speakers from the following organisations will be in attendance: Salesforce, SalesLoft, GZ Consulting, IBM, Forrester, Sales Confidence and many [...]

18 07, 2019

Coming soon… Winning Edge!

By |2020-08-19T06:51:23+00:00July 18th, 2019|Adam Brook, ISM News, ISM Team|0 Comments

Watch out for your next edition of Winning Edge, the ISM’s superb magazine for sales professionals – it will be with you in a matter of days. Cover story – Partners in Sales In this edition we are highlighting the ISM’s various collaborations and showcasing the many benefits of ISM Corporate Partnership. The centrepiece is a feature on Mercedes-Benz Vans, and its talent development programme for its sales professionals. [...]