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30 05, 2019

The Pricing Forum 2019

By |2019-05-30T17:34:34+00:00May 30th, 2019|Member Content, Simon-Kucher|0 Comments

For the first time ever, the 2019 Simon-Kucher & Partners Pricing Forum expanded to two days, welcoming a record 220 senior delegates to a packed event. The event boasted over a dozen external speakers from cutting-edge industry leaders including DAZN, Big Bus Tours, Livingbridge, the Financial Times and many more. Through various presentations, panel debates, case study sessions and roundtable discussions, the 23rd and 24th May 2019 was an opportunity to [...]

2 04, 2019

How to win a tender – 10 top tips

By |2019-04-02T06:24:28+00:00April 2nd, 2019|Bid Better, Member Content|0 Comments

The tender has landed and you are chomping at the bit to get started. The temptation is to start answering the questions and run to the deadline as quickly as you possibly can, or conversely, it’s to stare blankly at the endless documentation not knowing where to start. Nearly every bid writer is in either of these two camps. Read more here Authored and contributed by: Bid Better

29 03, 2019

Public sector collaborative procurement: UK professional buying organisations

By |2019-03-29T12:21:01+00:00March 29th, 2019|Bid Better, Member Content|0 Comments

In the past, collaborative procurement organisations (or purchasing consortia) meant a group of two or more buying organisations coming together to combine their purchasing power and volume in order to obtain more competitive pricing for the goods and services they required. Read more here Authored and contributed by: Bid Better

29 03, 2019

Longer term planning wins public sector contracts

By |2019-03-29T12:19:40+00:00March 29th, 2019|Bid Better, Member Content|0 Comments

We’ve had a flurry of activity in the last two months, with quite a few of our clients contacting us for help with their tenders going into the new year. We therefore felt it timely to remind anyone bidding for public sector or government contracts that one of the biggest reasons we see small businesses lose bids is that they are not strategic enough about their bid process. This is often [...]

12 03, 2019

Set up your Account Planning approach for success

By |2019-03-12T06:04:30+00:00March 12th, 2019|Member Content, Outside In|0 Comments

Garry Mansfield and Steve Hoyle collaborated to write an article on how to approach account planning in a b2b company. Based on decades of experience in this field, the authors offer a simple approach, with key considerations to help you to build a sustainable and effective approach to managing key accounts. Read the original article here Authored and Contributed by: ISM Fellow – Garry Mansfield  

12 03, 2019

How To Build High Performance Sales Teams In 8 Simple Steps

By |2019-03-12T05:32:13+00:00March 12th, 2019|Gavin Ingham, Member Content|0 Comments

In this article (featured in the Institute of Sales Management‘s Winning Edge magazine, number 2, 2018), I share with you eight strategies that will help you to create sales winners, build high performance sales teams and increase your sales. Source: https://www.gaviningham.com/build-high-performance-sales-teams/ Authored and contributed by: Gavin Ingham, ISM Fellow.

12 03, 2019

Ethical and professional selling in the 21st Century

By |2019-03-12T05:26:23+00:00March 12th, 2019|Chilli Pepper Development, Member Content|0 Comments

2019 has begun with a bang and here at Chilli we are already creating highlights of the year. At the end of January Peter Starr, founder & MD of Chilli Pepper Development Ltd collaborated with Coventry University and the Institute of Sales Management (ISM) in order to inspire university students into a career in sales. Source: https://chillipepperdevelopment.co.uk/blog/university-collaboration Authored and Contributed by: Chilli Pepper Development

15 02, 2019

980 miles | 9 days in the saddle

By |2019-02-15T11:08:51+00:00February 15th, 2019|Member Content, Outside In|0 Comments

Outside In are part of the Pledge 1% movement, we give 1% of of time and products and services to help good causes. The drive to do this for Parkinson’s UK research spurred me on. I am proud that my ride is contributing to a cause bigger than my own personal challenge. I have raised over £4,000 to help those suffering from the effects of Parkinson’s. It feels good to be [...]

30 11, 2018

Social Begetting

By |2018-11-30T06:59:24+00:00November 30th, 2018|Member Content, Natterbox|0 Comments

Social Begetting Ian Moyse, Sales Director at Natterbox I am often asked have I gotten benefit from using Social Media, what it is and how it came about. When chatting it evolves the reason for the question is that they are trying to ascertain how they achieve a specific goal, quickly, for example getting into account XYZ or getting a specific blogging or speaking engagement. From seeing that I have some [...]

26 11, 2018

When was the last time you tested your fee rates

By |2019-07-29T06:50:28+00:00November 26th, 2018|Guest Posts, Peter Thomson|0 Comments

Often in business one of the areas that often missed in the heady mix of marketing and sales ideas – is how often we should or could test the price of the product or service being sold. So often it easy for business people to get into the habit of think that the market place will only respond to this month’s special offer or today’s price reduction or discount. And yet [...]