Partner Content2018-12-04T08:22:46+00:00

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Needs & Wants Are OK, But Problems Are Even Better

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘motivation [...]

Lessons From the First Virtual Workers: Salespeople

In major cities around the world, you can’t turn the corner without running into a co-working office. These membership-based spaces offer all the perks of working at a sleek startup (coffee and snacks, flexible workspaces, trendy decor, etc.) without the investment in footprint. Source: Authored and contributed by: Miller Heiman [...]

ATTENTION: The New Sales Currency

The last five years has been remarkable in the propensity for new sales models. Each one is a stage further in the evolution of the sales process and its ability to get the buyer to invest in what’s best for their business. But it’s one of the older models that [...]

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. Source: Authored and contributed by: Miller Heiman Group

What do the best sales people look like?

I am frequently involved in conversations with C Levels and Sales Leaders that relate to improving sales productivity, and how to deliver predictable revenue growth. Inevitably, I am often asked what it is that the best salespeople do and why I refer to Commitment Based Selling. After meeting thousands of [...]

Will AI Eliminate Sales – or Save It?

"Too many cooks in the kitchen” is a well-known idiom, but “zero cooks in the kitchen” is an apt description of Spyce, a new restaurant in Boston. The four founders of Spyce were mechanical engineering students at MIT when they set out to solve a problem: there were too few [...]

Why Storytelling Is Becoming The #1 Sales Skill To Master

As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or inspired by a true story of courage and bravery. Whatever [...]

Why You Should Have A CLOSE A & A CLOSE B

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Then, when you ask the [...]

ISM Corporate Partner Medicash wins Freedom of the City of Liverpool

Medicash announces £700k Lifeline for Charities Liverpool cash plan provider Medicash has unveiled its plans to donate over £700,000 to local charities and community groups. The unprecedented move to give away the full technical account surplus from 2017 was announced at Medicash’s Freedom of the City ceremony last night. (Thursday [...]

How to double your selling time? Focus on winning the winnable!

With 5 million B2B sales professionals in the US and UK it means 3 million spend the year losing! A big cost to businesses. If you are a board member, a sales leader, or in L&D this is one of the key root causes to predicting consistent revenue growth and [...]