Partner Content2018-08-15T06:35:39+00:00

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Training budgets: five reasons why company training fails

Many companies assume that investments in sales training will increase sales productivity. And, because the sales team is on the front line of revenue and profit, it seems intuitive that improving sales skills would have a positive, immediate, and direct impact on a company’s bottom line. That assumption, however, has [...]

The Customer is always right

Sit up and listen! Research reveals sales people that don’t listen are missing out on deals Huthwaite International research reveals 61% of customers didn’t feel they were paid adequate attention by the last sales person they spoke with Talking at the customer is a common pitfall in sales Listening to [...]

The six traits of a successful business leader – how to be super persuasive

The art to the perfect deal has long been debated by business leaders and academics alike. But when it comes to being highly persuasive and winning big, what are the real traits of a successful sales leader? David Freedman, Director of Sales at leading sales and negotiation specialists, Huthwaite International, [...]

10 Dirty Tricks to Watch out for when Negotiating

Comments by Neil Clothier, senior expert at negotiation specialists Huthwaite International. Picture the scene. You’re making the deal of a lifetime, yet you suspect foul play is at hand. The stakes are high and there’s a certain level of distrust amongst both parties. Should you counter-act with your own dirty [...]

Five steps to develop a win-win sales deal

Business change is both a logistical and cultural challenge, yet in order to deliver a more effective sales strategy for your business, it is essential. A change in mindset from the sales teams can be driven by many factors - speed of disruption in the market, rapid growth through acquisition [...]

ISM member wins top sales award

Sales Consultant of the Year Announced for East Midlands  East Midland’s Sales Consultant of the Year named as Craig Watts. Craig Watts, aged 28 from Leicester, has been given the prestigious Redrow Sales Consultant of the Year award thanks to his unwavering enthusiasm and determination to find the perfect home [...]

Why Talent Recruitment and Management Need To Come From The Top

Recruitment and talent management are important topics in almost any business, but they have special significance in sales organisations. After all, research from Miller Heiman Group shows that most companies struggle to both identify and retain top talent, and turnover in sales is generally twice that of other corporate roles. Given the fact that both [...]

Why You Are Missing Your Best Opportunities To Increase Sales

In order to increase sales quota year on year and achieve improved results, organisations need to develop the sales skills of their staff and specifically improve the quality of the sales conversations they have. However, you also need to be able to identify opportunities for growth and capitalise on them, [...]

Securing customer commitment

We’ve all heard of the Pareto Principal, which states that 80% of business will come from 20% of your customers, right? The key then is to spend less time chasing new business which can take months to come to fruition and concentrate instead on ensuring that your existing customers aren’t [...]

Adaptive Selling Styles

Some of the key requisites of a great sales professional used to include in-depth product knowledge, experience and “the gift of the gab”. Of course, much of this is as true today as it was decades ago. However, sales techniques have developed over the years and it is now recognised [...]