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<pubDate>Wed, 25 Sep 2024 13:00:00 GMT</pubDate>
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<pubDate>Thu, 2 May 2024 13:00:00 GMT</pubDate>
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<rss version="2.0" xmlns:atom="http://www.w3.org/2005/Atom"><channel><title>Community Calendar</title><link>https://members.the-isp.org/events/event_list.asp</link><description><![CDATA[Here you can find out about upcoming events and view photo galleries of past events. Some events may allow for online registration and the ticket purchase. Click the event name to view more details.]]></description><lastBuildDate>Tue, 30 Apr 2024 13:38:59 GMT</lastBuildDate><pubDate>Wed, 25 Sep 2024 13:00:00 GMT</pubDate><copyright>Copyright © 2024 Institute of Sales Professionals</copyright><atom:link href="http://members.the-isp.org/resource/rss/events.rss" rel="self" type="application/rss+xml"></atom:link><item><title>Mentor Moments: Resilience with Phil Jones</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1844621</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1844621</guid><description><![CDATA[<pre><strong>12.00 - 12.30 pm BST:</strong> In the last video in our current Mentor Moments series, Phil Jones, managing director of Brother UK, looks at the importance of resilience to tackle the adversity, challenges and problems we can all face in our professional and personal lives. </pre> <h2>Recommended audience</h2><p>Salespeople working across all industries and sectors</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p> In the last video in our current Mentor Moments series, Phil Jones, managing director of Brother UK, looks at the importance of resilience to tackle the adversity, challenges and problems we can all face in our professional and personal lives. The mindset we adopt is key to the way we respond and the decisions we make.</p> <p> Phil explains that if we gain "mastery of self" we can develop resilience and a growth mindset. This will help to build our self-awareness and emotional intelligence so we make better decisions and enjoy more success.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Why it is important to gain mastery of self, developing resilience and a growth mindset in order to adapt and thrive.</li> <li>The three important factors that influence our thinking and how to use these to be stronger.</li> <li>The growth mindset versus the fixed mindset, how to succeed by embracing the former and rejecting the latter.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: One (when attending live) or half a point (watching the recording)</p><hr /><h2>Presenter</h2> <p><b> Phil Jones MBE FF.ISP, managing director of Brother UK</b></p><p><a href=" https://www.linkedin.com/in/philjones40/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/aps__event_images/phil_jones.jpg" width="180px" class="uk-align-right uk-comment-avatar" /> Phil Jones MBE is the managing director of Brother UK. Over a three-decade long career with the business, he has worked his way up from salesperson to managing director. </p> <p> Phil started in sales as a trainee in 1991 but never imagined a career path to the top would have been possible. </p> <p> He says: "Investing in self-awareness was the number one thing that allowed me to take that final step into a senior leadership role and ultimately to become the lead executive in the business." </p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Tue, 30 Apr 2024 16:00:00 GMT</pubDate></item><item><title>Hybrid selling - managing a virtual and in-person sales process</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1829550</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1829550</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will know how to run more effective virtual meetings, which will enable you to improve sales performance and results.</pre><h2>Recommended audience</h2><p>Sales teams and sales leaders</p><hr /><h2>Type of audience</h2><p>Sales teams, business development and key account teams</p><hr /><h2>Description</h2> <p>Best practice session sharing ideas and principles for selling in the modern world. Understanding how to use the combination of in person and virtual selling approaches to maximise customer engagement and optimise sales effectiveness. We will look at how to plan your approach and how to run effective virtual client meetings.</p> <hr /> <h2>Key takeaways</h2> <p></p><ul> <li>How to plan customer meetings.</li> <li>How to run effective virtual client meetings.</li> <li>How to follow up with clients consistently.</li></ul> <hr /> <h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b> Justin Leigh L.ISP, Founder of Focus4Growth </b></p><p><a href=" https://www.linkedin.com/in/business-sales-acceleration/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/aps__event_images/justin_leigh.jpg" width="80px" class="uk-align-right uk-comment-avatar" /> Justin Leigh is the Founder of Focus4Growth. A sales and leadership training company specialising in B2B markets. He is the bestselling author of “Inspire, Influence, Sell” (Master the psychology, skills and systems of the world’s best sales teams) and finalist in the National SME Business Awards 2022.</p><p> Justin has over 25 years' experience in sales and leadership roles and has trained thousands of sales professionals throughout his career in amazing companies like 3M, Vitality, NTT DATA, Align Technology, Odeon Events and many more. </p><p> He is invited to speak for many business organisations including the Institute of Sales Professionals and the Institute of Directors. He's on a mission to show sales leaders and teams how to achieve market-leading sales growth and make a more positive impact in the world.</p><hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 2 May 2024 13:00:00 GMT</pubDate></item><item><title>Meta-analysis on what drives sales performance</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1846101</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1846101</guid><description><![CDATA[<pre><strong>2.00 - 3.00 pm BST:</strong> As a result of joining this event, your will know the relative impact on sales performance of a set of 19 determinants which will enable you to better develop, measure and reward the real drivers of salesperson performance and business growth.</pre><h2>Recommended audience</h2><p>sales leaders and managers, sales consultants and sales academics</p><hr /><h2>Type of audience</h2><p>UK and International (professional and academic)</p><hr /><h2>Description</h2> <p> <strong>What drives salesperson performance? An explanation of the most recent meta-analysis</strong></p> <p>Professional selling has been transformed over the last decade and is in constant flux. Fundamental changes have occurred in how best to achieve salesperson performance and how to measure it. In this webinar we present the result of the latest meta-analysis in the field analysing 150 studies, 936 raw effects, and ten moderating variables captured from 2009 to 2020.</p> <p>In the webinar we will show the effect of 19 key determinants of performance such as aptitude, motivation, job-related psychological traits, skills, behaviours, and other personal factors.</p> <p>We offer sales leaders valuable insights by classifying these factors within a sales determinant continuum, ranging from universal, to context-specific, from necessary but insufficient predictors of performance.</p><hr /> <h2>Key takeaways</h2> <ul> <li>A new understanding of the determinants of salesperson performance by identifying the relative strength of a set of 19 sales determinants.</li> <li>Insights to enhance performance in their own context taking into account the industry they work in and salesperson traits.</li> <li>Better alignment between the way in which performance is evaluated and sales compensation designed.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenters</h2> <p><b>Peter Kerr, associate professor marketing and sales management at Cape Breton University, Canada</b></p><p><a href="https://www.linkedin.com/in/peter-kerr-231b7917/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/aps__event_images/peter_kerr.jpg" width="200px" class="uk-align-right uk-comment-avatar" />Peter Kerr is associate professor marketing and sales management Cape Breton University, Canada, and visiting fellow Cranfield School of Management. Peter Kerr is a former senior executive with over 25 years of strategic planning, product management, marketing, and sales management experience across several industries. His career has spanned both high growth and declining markets, regulated and unregulated industries, product, and service-based organizations and, most notably, the B2B technology sector where he was vice-president of marketing for Bell Canada's small and medium business division, director of marketing for Q9 Networks, Canada's largest data centre service provider and director of marketing for Dell Computer Corp's leasing division. <a href="mailto:Peter_Kerr@cbu.ca">Peter_Kerr@cbu.ca</a></p> <p> </p><hr /><p><b>Javier Marcos, professor of strategic sales management and negotiation at Cranfield School of Management</b></p><p><a href="https://www.linkedin.com/in/javiermarcoscuevas/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Javier_Marcos.jpg" width="200px" class="uk-align-right uk-comment-avatar" />Javier Marcos is professor of strategic sales management and negotiation at Cranfield School of Management. Javier is an inspiring management educator, researcher and consultant with 25 years of experience working in academia, consultancy and in multinational corporations, having delivered programmes for more than 120 clients globally on strategic negotiation, professional selling, sales leadership and key account management. He was the director of custom programmes, executive education, and senior faculty at the University Cambridge, Judge Business School. Prior to his career in academia, he worked for Unilever and Novartis. <a href="mailto:Javier.marcos-cuevas@cranfield.ac.uk">Javier.marcos-cuevas@cranfield.ac.uk</a></p> <p> </p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Tue, 7 May 2024 18:00:00 GMT</pubDate></item><item><title>From frustration to partnership: How to get the most out of your marketing team</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1832473</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1832473</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will learn how to get the most out of your marketing team, which will enable you to move from frustration to partnership and improved business performance.</pre><h2>Recommended audience</h2><p>Sales Directors, Managing Directors and CEOs</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>Are you frustrated by your marketing team? Feeling like they don't understand your business needs? Or that they're living in an ivory tower?</p> <p> If the answer is yes - this is the session for you.</p> <p> Marketing experts, Alex O'Rourke and Chris Lock, have held leadership positions at some of the world’s most successful multinationals and SMEs. Over their 25-year careers, they found their sales teams calling out the same frustrations with how marketing operates time and time again:</p> <ul> <li>Marketing is out of touch with what the business needs.</li> <li>Marketing can't speak the language of business and sales.</li> <li>Marketing processes are slow, and solutions are always delivered too late.</li> </ul><p> In this session, Alex and Chris aim to bridge the gap between sales and marketing. You will walk away with:</p> <ul> <li>Expert insight into what marketing should be doing for you.</li> <li>Practical advice on partnering with your marketing team, so you can get the most out of them and ensure they’re delivering what you need.</li> <li>Case studies to support an evidence-backed case for leveraging marketing in your business to drive both short and long term performance, alongside actionable tips to enable effective collaboration between sales and marketing to deliver this.</li> </ul> <hr /> <h2>Key takeaways</h2> <ul> <li>A better understanding of what marketing should be doing for you.</li> <li>Practical advice on how to get the most from their marketing teams.</li> <li>Case studies to support an evidence-backed case for leveraging marketing in your business to drive both short term and long-term performance.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenters</h2> <p><b>Chris Lock and Alex O'Rourke of LockSmith</b></p><p><a href="https://www.linkedin.com/company/locksmith-consulting/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/chris_and_alex.jpeg" width="200px" class="uk-align-right uk-comment-avatar" />Chris Lock and Alex O'Rourke (nee Smith) are experienced marketing leaders who are passionate about unlocking the potential in brands by growing the people behind them. They both spent 25+ years in businesses like Diageo, Coca-Cola, Fever Tree, Feel Unique and Lily’s Kitchen, working across marketing, innovation, and senior leadership teams. Their experience taught them how critical a strong, supported and integrated sales and marketing team is to driving breakthrough performance.</p> <p> Chris and Alex set up LockSmith to ensure the people behind the brands have the functional skills they need to be brilliant at their job, and the leadership skills they need to get it done effortlessly. To date, they have trained over 1,000 marketers from the likes of Tate & Lyle, Beam Suntory, William Grant, Vodafone, Yeo Valley, UKTV and Edrington.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 9 May 2024 13:00:00 GMT</pubDate></item><item><title>Social selling Part 2 : Sales Leader Round Table</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1846591</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1846591</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> This round table is for Fellows and Sales Leaders</pre><h2>Recommended audience</h2><p>This round table is for Fellows and Sales Leaders</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p> <strong><span style="color: #0070c0;">This is a follow up session to our Webinar that took place on Wednesday 24th January 2024: How to increase the results from your cold outreach exponentially!</span></strong> If you did not attend the original webinar, ISP members can view the recording <strong><a href="https://learning.the-isp.org/diweb/catalog/item?id=14467290" target="_blank">here</a></strong>. If you are not an ISP member, please contact <strong><a href="mailto:events@the-isp.org?subject=Send%20me%20the%20recording%20of%2024.2.24%20Webinar">events@the-isp.org</a></strong> and we will help you to view that recording another way.</p> <p>In this round table we are going to talk about outbound and inbound. As a sales guy of 25 years I've never wanted to bet my commission on inbound leads, but with changes in buyer behaviour and the results from cold calling and spam email getting less and less what can we do?</p> <p> Outbound changes fast, once a technique is published on Linkedin everybody uses it. What are you doing to innovate?</p> <p><strong>The round table environment will allow you to exchange views with sales leaders just like you and we will explore:</strong></p> <ul> <li>Why outbound has changed, the need to educate your buyers.</li> <li>Three changes you can make to increase the results from your outbound activity.</li> <li>Why today it's not about pitching, it's about conversations.</li> </ul> <hr /> <h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Tim Hughes L.ISP, CEO and co-founder of DLA Ignite</b></p><p><a href="https://www.linkedin.com/in/timothyhughessocialselling/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Tim_Hughes.jpeg" width="120px" class="uk-align-right uk-comment-avatar" />As well as being recognised as the world leading pioneer and innovator of Social Selling, Tim is co-founder and CEO of DLA Ignite and co-author of the bestselling books Social Selling - Techniques to Influence Buyers and Changemakers (2nd edition), and Smarketing - How To Achieve Competitive Advantage through blended Sales and Marketing. His books are published by Kogan Page.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 15 May 2024 13:00:00 GMT</pubDate></item><item><title>The secrets of building and managing a winning sales team</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1833776</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1833776</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you’ll learn how to build and manage a best-in-class sales team with a selling method to drive consistent performance and a winning formula for managing salespeople effectively.</pre><h2>Recommended audience</h2><p>Created to meet the needs of business owners, senior leaders and sales managers with the responsibility for hiring and managing a sales team members, this webinar will cover the fundamental skills, methods and processes needed to recruit, train and manage a sales team.</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>Just because someone is a highly performing salesperson, that doesn't automatically mean that they will be a high-quality sales manager - it takes a whole new set of skills to get the best out of a sales team. During this webinar, you'll learn what it takes to be a top-class sales manager and deliver a best-in-class sales engine.</p> <p> From years of observation and management of good salespeople and bad salespeople, and the way they need to be managed, Chris has developed five core elements that you should focus on when looking to manage your sales team effectively and really get the best out of them.</p> <p>We'll cover several key points from these five elements during this webinar, including:</p> <ul> <li>Effective people management skills applied to a sales management setting.</li> <li>How to use forecasting and account planning as an effective management framework.</li> <li>The key principles of 'working' a salesperson's pipeline.</li> <li>Key assessment methods to drive progress and increase sales skills.</li> <li>Attracting, recruiting and retaining high performing salespeople in your team.</li> </ul> <p>We'll give you practical tips and tricks that you can immediately go back and deploy in your day-to-day roles, with quick results as you see your sales team adopting new principles and processes.</p> <p>So, join us to learn the winning formula for building and managing a winning sales team.</p><hr /> <h2>Key takeaways</h2> <ul> <li>Learn tried and tested skills, methods and processes needed to recruit, train and manage a high performing sales team.</li> <li>Understand how to use effective forecasting and account planning as a management framework.</li> <li>Learn how to adapt your people management style to really get the best out of your sales team.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Chris O'Riordan, Global sales leader and founder of Firestarter Business Solutions Limited</b></p><p><a href="https://www.linkedin.com/in/chrisoriordan/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/chris_o_riordan.jpeg" width="200px" class="uk-align-right uk-comment-avatar" />Chris O'Riordan is a specialist in sales excellence, organisational structure and design, wide-scale sales training and significant change management programmes born out of major large-scale international corporate leadership experience and significant hands-on involvement with hundreds of UK SME businesses.</p> <p> Since 2012, Chris has been the business leader of Firestarter Business Solutions, a UK based organisation working across a broad range of clients (major corporates and ambitious SMEs) to drive sales performance improvement, growth initiatives, change management, organisational development, operational efficiency and the removal of over-dependency on key individuals to deliver tangible sales results.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 16 May 2024 13:00:00 GMT</pubDate></item><item><title>Shortening the length of the sales cycle</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1835033</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1835033</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, your will know how to shorten your sales cycle, which will enable you to increase your win rate.</pre><h2>Recommended audience</h2><p>sales managers, sales directors, heads of sales</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>Are you finding your clients too scared to take a risk or when selling on internally they are reaching a stakeholder decision stalemate?</p> <p> The decision-making team is expanding and gaining seniority, heightening the risk associated with purchasing new items for even the most bravest clients. Consequently, internal selling has become more challenging for clients, underscoring the importance of salespeople assisting them in navigating the process.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Map stakeholder risks and opportunities.</li> <li>Lead a discussion to identify and overcome roadblocks.</li> <li>Co-create a mutual close plan with your customer.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Paul Cruise, Head of Sales Performance at Flume Sales Training</b></p><p><a href="https://www.linkedin.com/in/paul-cruise/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Paul_Cruise.jpeg" width="120px" class="uk-align-right uk-comment-avatar" />Paul has worked in business-to-business (B2B) selling for 20 years in a mixture of roles across various markets, mainly involving advertising and media. His first job after university was selling advertising space in trade magazines. What he describes as a tough but "great introduction to sales" which gave him excellent on-the-job training. Since then Paul has worked for businesses like the BBC, Moneysupermarket, Rakuten Marketing, and a couple of dynamic start-ups such as Fluid Ads. Paul joined Flume Sales Training about six years ago and works with B2B salespeople to help them hit their targets, earn commission, succeed, and grow.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Tue, 21 May 2024 14:00:00 GMT</pubDate></item><item><title>Is the traditional sales funnel failing you? : Sales Leader Round Table</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1815379</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1815379</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will know how to change your current sales strategy, which will enable you to create a predictable flow of qualified pipeline in 2024.</pre><h2>Recommended audience</h2><p>B2B sales, customer success and marketing leadership </p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /> <h2>Description</h2><p>2021 saw the inflection point in B2B sales and marketing where pipeline creation was no longer predictable and, for those who can predict pipeline, it was no longer cost effective to leverage traditional models. It's time we re-think the once trusty sales funnel and, in a world of difference, we look at the sales funnel differently. In this roundtable we will discuss what's happened, the affect it has on our salespeople and what must be done to ensure salespeople find sales fun again, and we bring back predictable pipeline development to our businesses.</p> <hr /><h2>Key takeaways</h2> <ul> <li>Forward thinking about how to modernise your pipeline strategy.</li> <li>Explore how to adapt your current approach (without fall out).</li> <li>How to convince your peers things need to change.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) </p><hr /><h2>Presenter</h2> <p><b>Alex Abbott F.ISP, CEO and founder of Supero</b></p><p><a href="https://www.linkedin.com/in/b2bsales-alex/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Alex_Abbott.png" width="180px" class="uk-align-right uk-comment-avatar" />In his 31 years in sales, Alex has found that if you stay in control of your pipeline, your performance will take care of itself. He learned that a healthy pipeline is often the key to a healthy mind. Having a guide and a pipeline development methodology through-out his career has meant "I'm always in control of exceeding my number, as rep or leader!"</p> <hr /><div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information</p> </div>]]></description><pubDate>Thu, 23 May 2024 13:00:00 GMT</pubDate></item><item><title>How to appear like THE go to person in your industry!</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1851935</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1851935</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event the participant will gain an understanding of how they can shepherd their own brand and appearance online which will enable them to stand out as the go to person in their industry.</pre><h2>Recommended audience</h2><p>Salespeople (SDRs, account managers, new business), sales leaders, resales, marketing and c-suite</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>There are products, brands and people that seem to be the most obvious choice when you are thinking about buying something. Whether that's an iPhone, a Volkswagen, or Gary V these people and products seem to stand out. Perhaps they are better than their competitors or perhaps people just THINK they are better, whatever the situation they just seem more accessible, more attractive or more appropriate. They seem like the obvious choice.</p> <p> You can make yourself the obvious choice in the eyes of your client, your industry, even your boss by following some simple steps in how you behave, how you speak and how you interact in the digital world.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>An understanding of how you need to shepherd your own brand and appearance online.</li> <li>The importance of taking the skills you already have and digitising them. </li> <li>How being human and listening as well as speaking is your differentiator.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Adam Gray L.ISP, Co-Founder of DLA ignite</b></p><p><a href="https://www.linkedin.com/in/adamgray/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/aps__event_images/adam_gray_-_cropped.jpg" width="200px" class="uk-align-right uk-comment-avatar" />Adam Gray is co-founder of DLA Ignite the world's only strategic social media consultancy and training company. DLA Ignite has partner resellers in Europe, Australasia, North America and South America and is constantly developing new programmes to address market needs and changes in both the digital world and the business landscape. DLA Ignite have recently launched their ISP certificated training programme which gives people a recognised achievement certificate to add to their sales toolkit. The purpose of this training is to help businesses and the individuals within take control of their own digital presence and use it in the most effective way to create conversations and commercial interactions with the people they need to influence: customers, prospects, employees, potential recruits and their industry.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Tue, 4 Jun 2024 13:00:00 GMT</pubDate></item><item><title>Communication Intelligence for B2B sellers</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1835057</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1835057</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will know how to apply neuroscience principles to enhance your communication strategies, which will enable you to align your messaging with the way your clients' brains process information, leading to more effective and persuasive interactions.</pre><h2>Recommended audience</h2><p>B2B sellers</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>In this dynamic workshop designed for B2B sellers, participants will explore the nuances of mastering client communication within complex sales environments. We will delve into the common challenges sellers face in capturing and maintaining client interest, identifying key missteps often made in communication strategies.</p> <p>The session will provide actionable insights on crafting memorable meetings and the art of persuasion through an understanding of neuroscience. Learn how to align your communication techniques with the cognitive processes of your clients, ensuring your messages resonate deeply and effectively. Join us to enhance your skills and engage more successfully with your clients, using scientifically-backed strategies to work harmoniously with the human brain. This webinar promises to be an enlightening experience, empowering sellers with the knowledge to thrive in their client interactions.</p> <hr /><h2>Key takeaways</h2> <ul> <li><strong>Strategic Communication Techniques: </strong>Delegates will learn how to refine their communication strategies to avoid common pitfalls and use neuroscience principles to enhance client engagement. This includes tailoring messages to better suit the cognitive preferences of their audience, ensuring clearer and more impactful interactions.</li> <li><strong>Engaging Communication Mastery: </strong>Participants will master the art of making their communications engaging, learning to avoid critical pitfalls that lead to disinterest and disengagement. This includes understanding which approaches can detract from the effectiveness of their message and adopting strategies that captivate and hold the attention of their clients throughout the interaction.</li> <li><strong>Applied Neuroscience in Sales: </strong>Delegates will take away a fundamental understanding of how neuroscience can be applied to sales techniques. This knowledge will enable them to design communication and persuasion strategies that work with, rather than against, the natural cognitive functions of their clients, leading to more effective and successful sales interactions.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p>Shelley Walters, CEO and founder, The Sales Counsel</p><p><a href="https://www.linkedin.com/in/shelley-walters/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Shelley_Walters.jpeg" width="120px" class="uk-align-right uk-comment-avatar" />Shelley Walters, a renowned sales expert and international corporate speaker, brings over 15 years of B2B and B2C sales experience. Founder and CEO of The Sales Counsel, she pioneered a remote sales education platform in Africa. Having collaborated with giants like Coca-Cola and BMW, Walters champions the belief that individuals can transcend their backgrounds and self-doubts to achieve unparalleled success.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 6 Jun 2024 13:00:00 GMT</pubDate></item><item><title>The 'golden hour' of sales communication</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1835050</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1835050</guid><description><![CDATA[<pre><strong>9.00 - 9.30 am BST:</strong> As a result of joining this event, you’ll learn how you can completely change your sales results by really focusing on 5 key steps in your communication and treating every sales conversation as your 'golden hour'.</pre><h2>Recommended audience</h2><p>All sales professionals</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>Being a good communicator is fundamental to being a successful salesperson - that's an undeniable fact. However, that's not the whole story as effective communication is two-way - you've got to listen as much as you speak (more, in fact!) to really understand your buyer and their individual needs, challenges, motivators and more. So, to be more successful at selling, first you need to learn how to engage with your buyer and empathise with their challenges, then work out how to communicate effectively to manage sales conversations, identify and address potential obstacles, then make the switch to a controlled closing cycle.</p> <p>During this session, we’ll talk about the concept of treating every sales conversation as your 'golden hour' and how you can completely change your sales results by really focusing on 5 key steps in your communication. Firstly, we’ll concentrate on the preparation and set up of every conversation, learning how and when to <strong>press 'play'</strong>. Then, we’ll explore why it is so important to identify your buyers' <strong>pain points</strong>. Thirdly, we'll talk about the process of actively seeking out potential <strong>obstacles </strong>and understanding why that gives you an extra edge before you make <strong>the 'switch' </strong>to measured closing, our fourth step before we get to the final stage of <strong>controlling the closing cycle</strong>.</p> <p>When you put all these steps together, you create a simple structure for every sales conversation that will work in any situation.</p> <p>So, join us to learn more about the 'golden hour' and the key communication skills you need to successfully manage your sales conversations.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Learn 5 key steps that will help you to structure your sales conversations and give you the communication tools you need.</li> <li>Understand what your 'killer questions' need to be in order to identify your prospect’s pain points.</li> <li>Build a structure for every sales conversation, helping you to gather as much information as you need, then making 'the switch' to effectively close down your meeting.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: One (when attending live) or half a point (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Chris O'Riordan, Global sales leader and founder of Firestarter Business Solutions Limited</b></p><p><a href="https://www.linkedin.com/in/chrisoriordan/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/chris_o_riordan.jpeg" width="180px" class="uk-align-right uk-comment-avatar" />Chris O'Riordan is a specialist in sales excellence, organisational structure and design, wide-scale sales training and significant change management programmes born out of major large-scale international corporate leadership experience and significant hands-on involvement with hundreds of UK SME businesses.</p> <p> Since 2012, Chris has been the business leader of Firestarter Business Solutions, a UK based organisation working across a broad range of clients (major corporates and ambitious SMEs) to drive sales performance improvement, growth initiatives, change management, organisational development, operational efficiency and the removal of over-dependency on key individuals to deliver tangible sales results.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 12 Jun 2024 13:00:00 GMT</pubDate></item><item><title>How to get the most out of your marketing team : Sales Leader Round Table</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1835040</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1835040</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will learn how to get the most out of your marketing team, which will enable you to move from frustration to partnership and improved business performance.</pre><h2>Recommended audience</h2><p>Sales Directors, Managing Directors and CEOs</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>Are you frustrated by your marketing team? Feeling like they don't understand your business needs? Or that they're living in an ivory tower?</p> <p> If the answer is yes - this is the session for you.</p> <p> Marketing experts, Alex O'Rourke and Chris Lock, have held leadership positions at some of the world’s most successful multinationals and SMEs. Over their 25-year careers, they found their sales teams calling out the same frustrations with how marketing operates time and time again:</p> <ul> <li>Marketing is out of touch with what the business needs.</li> <li>Marketing can't speak the language of business and sales.</li> <li>Marketing processes are slow, and solutions are always delivered too late.</li> </ul><p> In this session, Alex and Chris aim to bridge the gap between sales and marketing. You will walk away with:</p> <ul> <li>Expert insight into what marketing should be doing for you.</li> <li>Practical advice on partnering with your marketing team, so you can get the most out of them and ensure they’re delivering what you need.</li> <li>Case studies to support an evidence-backed case for leveraging marketing in your business to drive both short and long term performance, alongside actionable tips to enable effective collaboration between sales and marketing to deliver this.</li> </ul> <hr /> <h2>Key takeaways</h2> <ul> <li>A better understanding of what marketing should be doing for you.</li> <li>Practical advice on how to get the most from their marketing teams.</li> <li>Case studies to support an evidence-backed case for leveraging marketing in your business to drive both short term and long-term performance.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenters</h2> <p><b>Chris Lock and Alex O'Rourke of LockSmith</b></p><p><a href="https://www.linkedin.com/company/locksmith-consulting/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/chris_and_alex.jpeg" width="200px" class="uk-align-right uk-comment-avatar" />Chris Lock and Alex O'Rourke (nee Smith) are experienced marketing leaders who are passionate about unlocking the potential in brands by growing the people behind them. They both spent 25+ years in businesses like Diageo, Coca-Cola, Fever Tree, Feel Unique and Lily’s Kitchen, working across marketing, innovation, and senior leadership teams. Their experience taught them how critical a strong, supported and integrated sales and marketing team is to driving breakthrough performance.</p> <p> Chris and Alex set up LockSmith to ensure the people behind the brands have the functional skills they need to be brilliant at their job, and the leadership skills they need to get it done effortlessly. To date, they have trained over 1,000 marketers from the likes of Tate & Lyle, Beam Suntory, William Grant, Vodafone, Yeo Valley, UKTV and Edrington.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 13 Jun 2024 13:00:00 GMT</pubDate></item><item><title>AI and use of technology in sales</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1816040</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1816040</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong>As a result of joining this event, you will know more about AI tools, which will enable you to improve conversion rates, create more effective processes in sales.</pre><h2>Recommended audience</h2><p>Business owners, sales leaders, salespeople and account managers involved in B2C and B2B sales</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p><strong>AI and use of technology in sales - How to use Sales Technology as your Differentiating Factor</strong></p> <p>In this session, we delve into the transformative role of AI tools in sales strategies, how AI enhances sales processes, from lead generation to customer relationship management. Participants will learn about cutting-edge AI technologies and how these tools optimise sales funnels and improve conversion rates.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>How to get started with AI.</li> <li>How you can leverage AI right now in your sales process to help you sell more.</li> <li>Some important applications for AI tools.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Martin Hill (MICFM, MAFP), Managing Director, Sandler Training West Midlands</b></p><p><a href="https://www.linkedin.com/in/martin-a-hill/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Martin_Hill.jpg" width="180px" class="uk-align-right uk-comment-avatar" /> Martin is a Chartered Management Institute qualified commercial leader with more than 35 years of national and international commercial, sales, and people-leadership experience.</p> <p> Martin has worked with some of the world's biggest companies in international fleet management, vehicle leasing and financing. As a chief operations officer, he achieved business growth by building high-performing teams. Martin is a strategic thinker who delivers results by empowering, coaching and supporting others to accomplish their career objectives and personal goals.</p><p></p><hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information.</p></div>]]></description><pubDate>Tue, 18 Jun 2024 13:00:00 GMT</pubDate></item><item><title>That's My Style, Diagnostics and Leadership Styles</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1835054</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1835054</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will develop an understanding of leadership diagnostics and styles which will enable you to develop a high-performance sales team.</pre><h2>Recommended audience</h2><p>Business owners, sales directors, sales managers, L&D managers</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>This event provides sales leaders with the opportunity to explore how to use leadership diagnostics and styles to develop a high performance sales team.</p> <p>Designed for sales leaders who manage a team in a field or internal environment participants discover how to:</p> <ul> <li>Create a team analysis based on capability and commitment.</li> <li>Explore leadership styles and identify personal strengths and development priorities.</li> <li>Identify the leadership approach that will generate the best performance from each salesperson.</li> </ul> <hr /> <h2>Key takeaways</h2> <ul> <li>Leadership Styles: an understanding of personal strengths and development priorities.</li> <li>Which combination of leadership styles will generate the best performance from each member of the team.</li> <li>How to manage the salesperson’s journey from novice to expert.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Brett Lyons, Managing Director at TLSA International Ltd</b></p><p><a href="https://www.linkedin.com/in/brett-lyons-83212147/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Brett_Lyona.jpeg" width="200px" class="uk-align-right uk-comment-avatar" />Brett's career began in fmcg, progressing from territory sales to director roles. He then moved into sales consultancy and developed a respected team and completed UK and international assignments with clients that range from SMEs to corporates that includes names such as Casio, Phillips, Xerox, RBS and Fossil.</p> <p> Today Brett works with clients on business leadership, sales leadership, global and key account management projects.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 20 Jun 2024 13:00:00 GMT</pubDate></item><item><title>Why you need to embrace two-faced strategies in the new era of buying</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1847455</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1847455</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will understand how the power of persuasion can amplify the influence and impact of customer focused teams, which will help you create strategies for overcoming communication challenges both internal and external.</pre><h2>Recommended audience</h2><p>All sales professionals</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p><strong>It pays for top salespeople to be two faced! Why you need to embrace two-faced strategies in the new era of buying</strong></p> <p>Join us for a bold discussion as we delve into the dynamic realm of modern sales strategies. Having collaborated with thousands of sales professionals, sales enablement teams, marketers, and sales leaders, we have witnessed remarkable successes, as well as huge skills gaps and opportunities for improvement.</p> <p>Drawing from this wealth of experience, we've uncovered universal truths applicable across diverse sales teams, industries, and roles. Join us in this session to explore these researched insights that offer valuable lessons for all.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Identifying common mistakes and misconceptions hindering sales professionals, both in their customer interactions and organisational approaches, including practical solutions for improvement.</li> <li>How the power of persuasion can amplify the influence and impact of customer-focused teams, bolstering overall sales efforts.</li> <li>Strategies for overcoming communication challenges, both internal and external, to effectively drive initiatives and make tangible progress.</li> <li>Unlock the secrets to successful selling in the modern landscape with our comprehensive exploration of these essential topics.</li></ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenters</h2> <p><b>Jo Derriman M.ISP, senior client director at Huthwaite International</b></p><p><a href="https://www.linkedin.com/in/jo-derriman-94585888/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Jo_Derriman.jpg" width="200px" class="uk-align-right uk-comment-avatar" />Jo has worked in sales and people development for over 17 years. In her role as Senior Client Director. Jo collaborates with clients to effectively explore, manage and implement new initiatives in Huthwaite commercial skills globally. To bring behaviour change at all levels within an organisation, Jo routinely liaises with C-level executives, going the extra mile and exceeding clients' expectations to ensure credible relationships. </p> <p> With her commercial acumen, she consistently drives long-term sustainable growth, exceeds sales targets and speaks as the voice of the customer to drive innovation within Huthwaite, now and in the future. Jo takes a holistic approach when engaging with C-suite and senior teams, utilising her training skills to facilitate top team events, conferences and product launches.</p> <p> As a commercially focussed consultant, Jo is able to respectfully challenge thinking from classroom learning to real-world application, with the aim that each interaction should add value and deliver improved business results for her clients. She has a natural facilitative style, and believes that audience engagement and participation, along with enjoyment and real-world application is paramount to the learning experience.</p><hr /><p><b>Robin Hoyle, head of learning innovation at Huthwaite International</b></p><p><a href="https://www.linkedin.com/in/robin-hoyle-398a4b23/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/robin_hoyle.jpg" width="200px" class="uk-align-right uk-comment-avatar" />Robin has spent almost three decades as a strategic L&D leader, trainer and consultant. As a writer and blogger he focuses on workforce development policies, learning strategies, tools and techniques. He has written two books, 'Informal Learning in Organizations: How to Create a Continuous Learning Culture' and 'Complete Training: From Recruitment to Retirement '.</p><p> Robin is a Fellow of the Learning and Performance Institute and the Chair of the World of Learning Conference. In his role as Head of Learning Innovation at Huthwaite International, he is exploring routes to enhancing the learning experience and the impact of all Huthwaite's sales, communication and negotiation training and learning interventions.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 3 Jul 2024 13:00:00 GMT</pubDate></item><item><title>How to own arguments and master negotiations</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1853041</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1853041</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will know how to prepare and engage for tough conversations which will enable you to have clarity within your team and build a culture of safety.</pre><h2>Recommended audience</h2><p>Anybody who has direct reports and has noticed a tendency to avoid tough conversations.</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p> Do you dread those conversations with your direct reports when you know they either have a complaint you have to handle, or you have to have a tough conversation? Do you put them off, but they stay haunting you and causing you stress because you don't feel equipped to handle them constructively?</p> <p> If so, you are not alone!</p> <p> Come along to this webinar and find out in 3 simple steps on how to be a master at tough conversations.</p> <p> You may be surprised to find that it is less about knowing and doing and more about your intention and the underlying purpose before the event.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Understanding the impact of NOT having the conversation and how it is VITAL for them to have it and for your reputation.</li> <li>How to prepare and master yourself when preparing yourself for a tough conversation.</li> <li>How to navigate a fine line of empathy and directness that will get the best out of them and gain you credibility as a leader .</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Anise Frost, leadership coach and facilitator</b></p><p><a href="https://www.linkedin.com/in/anisefrost/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Anise_Frost.jpg" width="120px" class="uk-align-right uk-comment-avatar" />Anise Frost is a Leadership Coach and Facilitator specialising in communication, conflict resolution, and confidence. With a 20-year background as a communication specialist in education, she founded her own coaching and training company. Since its inception, she has coached hundreds of senior leaders to become effective communicators. Additionally, she collaborates with teams within organisations to refine and amplify the power of the collective.</p> <p> To find out more about Anise, please visit her website <a href="http://www.anisefrost.com" target="_blank">www.anisefrost.com</a> or email her at <a href="mailto:anisefrost@gmail.com">anisefrost@gmail.com</a> if you are interested in knowing how her services could serve you or your team on their journey of interpersonal communication.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 10 Jul 2024 13:00:00 GMT</pubDate></item><item><title>Crafting compelling, customer-specific, value propositions</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1801607</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1801607</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will learn how to craft compelling customer-specific value propositions for every important sales opportunity, enabling you to significantly shorten your closing cycles and dramatically increase your win rates.</pre><h2>Recommended audience</h2><p>B2B salespeople, managers and sales leaders</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>This webinar is designed to appeal to B2B salespeople, managers and sales leaders - particularly those involved in lengthy, complex sales processes. If you are keen to learn how to deliver more effective sales proposals, this is a must-attend session.</p> <p> Most marketers, and most salespeople, would agree that having a powerful generic value proposition is key to attracting prospective customers to start a conversation with us. But that generic value proposition typically isn't enough to persuade them to commit to actually do business with us. What's required is a compelling, customer-specific value proposition that answers every prospective customer's four key questions:</p> <ul> <li>Why do they need to change, rather than staying on their current path?</li> <li>If they change, why do they need to change now, rather than later?</li> <li>Why should they choose us, rather than any other option?</li> <li>Why should they trust us to ensure that they achieve their desired outcomes?</li> </ul> <p> This webinar will share a simple, proven framework for answering these four key questions, increasing the probability they will take action, and increasing the probability they will do business with us.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Why salespeople can't rely on generic value propositions to help them close business.</li> <li>Why most sales proposals focus far too much on "why us?" and not enough on "why change?", "why now?" and "why trust?".</li> <li>How to ensure that every sales proposal includes a compelling, action-driving executive summary.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><strong>Bob Apollo FF.ISP, Chief Outcomes Officer, Inflexion-Point Strategy Partners</strong></p><p><a href="https://www.linkedin.com/in/bobapollo/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p> <p><img alt="" src="https://members.the-isp.org/resource/resmgr/aps__event_images/bob_apollo.jpg" class="uk-align-right uk-comment-avatar" width="120px" />Bob Apollo is the Founder and Chief Outcomes Officer of Inflexion-Point Strategy Partners, a UK-based sales effectiveness consultancy. Bob works with CEOs and sales leaders of ambitious B2B-focused sales organisations, encouraging, equipping and enabling them to implement a business-outcome-focused mindset across their sales organisationsn, enabling them to reap the benefits of implementing Outcome-Centric Selling®.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 5 Sep 2024 13:00:00 GMT</pubDate></item><item><title>Mental toughness in sales: Nourishing your mojo</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1815341</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1815341</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, the participant will understand the basic components for creating salespeople and sales teams who enjoy what they do and are motivated to use every ounce of their abilities.</pre><h2>Recommended audience</h2><p>All sales professionals</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /> <h2>Description</h2><p><strong>Nourishing your Mojo … and restoring it when it is diminished.<br />How to be the best version of you that you can be.</strong></p> <p>Sales is about performance. Succeeding in sales is about the motivation to perform to the bets of your abilities and maintain good wellbeing in doing that. This matters for the salesperson, those that provide leadership and the organisation.</p> <p>Our understanding of motivation is changing and improving. Where once it was all about incentives and rewards, true motivation comes from within. It's what makes the job enjoyable and fulfilling. It's what sets a good lead apart from an indifferent one. It's what the best organisations aspire to.</p> <p>Achieving this might not be easy but it's not difficult either, if you understand how three factors come together:</p><ul> <li>My intrinsic motivation - my Mojo.</li> <li>Leadership, and the glue that underpins it.</li> <li>Mental toughness - the combination of resilience and positivity that helps us to thrive.</li></ul> <p>This session looks at all three.</p> <hr /><h2>Key takeaways</h2> <ul> <li>What my inner motivation looks like and how I can optimise it.</li> <li>What good leadership can bring to the party.</li> <li>Why it's so important to understand our level of mental toughness profile, how to go about optimising this key personality trait, and why this is key to your Mojo.</li></ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><strong>Doug Strycharczyk, CEO at AQR International</strong></p><p><img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Doug_Strycharczyk.jpg" class="uk-align-right uk-comment-avatar" width="120px" />Doug Strycharczyk is CEO for AQR International, a leading provider of high-quality psychometric tools and assessments, where he has, over the past 25 years, become recognised as a thought-leader on the concept of mental toughness.</p><p> As a practitioner working in 80 countries, he has developed, with leading academics, approaches, programmes and a unique high-quality measure (MTQ Plus) to enable the key concept of mental toughness to be applied to people and organisations in every sector.</p><hr /><div class="uk-alert uk-alert-primary"> <p>Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 25 Sep 2024 14:00:00 GMT</pubDate></item></channel></rss> If you would like to create a banner that links to this page (i.e. this validation result), do the following:
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