Upcoming Events

9.00 - 10.00 am BST: As a result of joining this event you will know what to do regularly with your LinkedIn account to help you get more sales, raise your profile, post effectively and demonstrate your expertise.

Recommended audience

Sales directors, sales leaders and those seeking to get sales through LinkedIn

Type of audience

UK and International

Description

You may use LinkedIn any number of ways to build an audience or a network, but what works best? Likes and connections are good, but this talk will focus on the key thing that will boost your business dealings - positive referrals with potential clients.

In this short session we will set out the simple things you can do that will change your approach to LinkedIn so it becomes a comfortable and regular part of the way you build business relationships, helping you to make professional connections in a friendly, relaxed way.

Key takeaways

• A checklist of the essential things to do on LinkedIn.
• A refreshingly human perspective about LinkedIn, to put people at ease using social media.
• A different view on how social selling really works from someone who has made more than £10m in sales thanks to social media.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

James Potter, The Linked In Man

James Potter, also known as the Linked In Man, is the director of The Network Coach Limited, helping businesses and individuals around the world to break down the barriers to selling by being themselves. After more than 15 years training people to use LinkedIn, James has supported more than 140 organisations across 74 countries to engage with people they know, to help them build better business relationships. He is the leading provider of commercial LinkedIn training and consultancy for business professionals trying to make more sales and make LinkedIn work for them.

2.00 - 3.00 pm BST: As a result of joining this event the participant will understand the importance of individual and organisational attributes in building an effective business relationship, and when and how to leverage such relationship throughout the sales cycle.

Recommended audience

Sales managers, account managers, sales representatives, product portfolio managers, sales and commercial engineers, business managers, customer-facing management

Type of audience

UK and International

Description

As a result of joining this event the participant will understand the importance of individual and organisational attributes in building an effective business relationship, and when and how to leverage such relationship throughout the sales cycle. This will enable them to secure long term customer loyalty, create a competitive advantage and achieve sustainable superior business performance.

Relationship management encompasses the strategies and techniques used by the business in order to manage client’s communication throughout the opportunity lifecycle. Whoever masters how to build, maintain and leverage business relationships will achieve higher performance and stay ahead of competition.

Not every salesperson can define with clarity core attributes of a business relationship. Often, they do not differentiate them from personal ones.

Most companies spend a lot of time and money building relationships with their customers, but do they manage to get the maximum return from this investment?

In this session, we will cover more in depth the attributes of the business relationships, effective ways to build it and the business benefits from managing it. We will conclude by presenting practical activities of when and how to leverage it throughout the sales cycle to maximize performance.

Key takeaways

• Business Relationship attributes are different from personal ones and requires a holistic understanding of individuals and their organisation.
• Effective Relationship management leads to total customer satisfaction, loyalty and improved overall business performance: Revenue growth, cost saving, referrals, pricing premium.
• It is important to understand when and how to leverage the business relationship throughout the sales cycle. Such activities include: sharing information, influencing decision criteria, aligning buying centre members, validating value, negotiating in a collaborating way…

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Nouredine Boubekeur A.ISP, sales and commercial learning and competency manager at Schlumberger

Nouredine Boubekeur has spent 23 years in the oil and gas industry in operations, management, account management, business development and sales and commercial, across Europe, Africa, CIS and Asia. Currently, he leads sales training and talent development for the eastern hemisphere, in Kuala Lumpur.

Nouredine has an engineering degree in instrumentation from the Algerian Petroleum Institute, an MBA from Erasmus University, Netherlands, and a certificate in strategic and advanced negotiations from INSEAD business school, Singapore. He is also a certified coach by the EMCC (European Mentoring and Coaching Council) and an active member of the Institute of Sales Professionals.

9.00 - 10.00 am BST: As a result of joining this event, you will know how to reframe stress and identify the early signs of burnout, which will enable you to create a more sustainable and effective approach to building a high-performance mindset.

Recommended audience

Anyone in a sales, commercial or leadership role

Type of audience

UK and International

Description

Stress affects our mental health and, particularly in sales, our performance. The result of prolonged stress is burnout - emotional, physical, and mental exhaustion - which can cause us to lose all motivation, focus, and perspective for our day-to-day lives and career. In this session, Chris Hatfield, founder and coach of Sales Psyche, will discuss how we can reframe stress, recognise the signs of burnout and offer practical steps to stop it from occurring.

Key takeaways

• How to reframe the impact of stress to ensure it serves rather than sabotages you.
• Learn about the five stages of burnout and the signs of each stage.
• Practical tools you can use in your daily life and sales role to stop burnout developing.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Chris Hatfield, Founder of Sales Psyche

Chris Hatfield, founder of Sales Psyche, has more than 17 years' experience in sales and leadership roles and now works with commercial teams to support and develop their mindsets and mental wellbeing. He has worked with the likes of Meta, Salesforce, Dataiku, Virgin Media Business and NTT Data to name a few.

9.00 - 10.00 am BST: As a result of joining this event you will know how to unlock the goldmine of untapped opportunities in your network of customers and contacts to drive rapid pipeline growth and performance improvement

Recommended audience

Any Sales Leader who needs their team to build stronger and more resilient pipeline of quality sales opportunities

Type of audience

UK and International

Description

Are your sales team generating a steady flow of high quality sales opportunities through introductions and referrals from their customers and contacts? For most sales leaders and managers this is the HOLY GRAIL!

It is widely acknowledged that winning new business is easier and more profitably if you are recommended, referred or introduced. However, whilst the sales community knows this, few do it and even fewer do it consistently well. SNH have studied this puzzle for many years, understand the common barriers and help sales teams fix this problem. In this round table we will discuss your experiences and share some of our key insights to help you unlock the untapped opportunities in your customer and contact base.

Key takeaways

• Understand the strategic advantages of referrals as a profitable source of new sales opportunities.
• Understand the reasons why most sales teams never manage to unlock the untapped opportunities for referrals in their network of customers and contacts - and a framework for evaluating their own teams.
• A plan with next steps to start generating a steady flow of quality opportunities through introductions and referrals.

CPD Points

CPD Points: Two (when attending live)

Presenter

Simon Goodison, Managing Director, Smarter Not Harder

Simon was Director of UK Business Sales for a global telco before he co-founded SNH in 2003 to help leaders and their teams to work smarter and achieve more. He has worked with hundreds of sales teams globally to accelerate performance and deliver measurable ROI. Clients include Salesforce, Samsung, Hilton and hundreds of fast growing SMEs.

12.00 - 12.30 pm BST: This event is the first in our series of Mentor Moments when we are joined by leading sales experts who share their experience to help you build your knowledge and confidence across a range of key sales skills.

Recommended audience

Salespeople working across all industries and sectors

Type of audience

UK and International

Description

Learning and refreshing key skills is essential to keep up to date in the fast-moving world of professional selling, but for hard-pressed salespeople, time is always tight.

With that in mind, the Institute of Sales Professionals is introducing a new series of 15-minute videos called Mentor Moments, that will guide you through important skills you should have in your professional toolkit.

Each video is presented by an experienced sales leader who will guide you through a particular area of sales knowledge that is close to their heart.

Our first video is about the art and science of questioning - the crucial skill of asking and listening, to make sure you and your customer can work together to achieve a successful deal that benefits both of you.

If you are new to continuing professional development, this is a perfect place to start - essential skills in 15-minute videos that you can watch live, or play, pause and review on our membership platform whenever you get a few free minutes.

Click here to watch our video trailer.

Key takeaways

• What “Ted” questions are, and how they can improve your sales conversations.
• How to structure your questions for a deeper understanding of your buyer.
• How your questions help both you and your buyer recognise what they need.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Patrick Joiner FF.ISP, managing director, ISP (Institute of Sales Professionals)

• Experienced and engaging facilitator, coach and trainer
• Specialising in sales, sales management, leadership and customer service
• Experienced sales professional and sales leader
• Worked across many sectors and global markets

Patrick Joiner has more than 30 years' experience working in the sales profession. After more than 10 years in sales and sales management in the publishing and exhibitions sectors, he spent seven years as chief executive of the Institute of Sales and Marketing Management. For the last 16 years he has worked as a trainer, facilitator and coach, specialising in sales, sales management, and leadership. He has designed and delivered development programmes for companies across a wide range of sectors in more than 20 countries worldwide. A self-confessed 'sales geek', Patrick keeps across the latest research in sales-force effectiveness and sales best-practice which he shares with his clients in interactive and stimulating development programmes. His focus is on providing delegates with proven tools and approaches, and helping them to find ways to use these skills when working with their customers. He was appointed MD of the Institute of Sales Professionals in September 2021.

9.00 - 10.00 am BST: As a result of joining this event, you will gain insights on why ghosting happens, understand its underlying causes and learn effective strategies to overcome it and ensure you have top tips to proactively prevent it.

Recommended audience

Sales leaders, CROs, sales enablement, CCOs, sales directors and sales managers

Type of audience

UK and International

Description

You are on the case with a hot lead and you expect it to convert quickly. And then... SILENCE

If there is one challenge we hear more than any at the moment, this is it. And it is impacting sales professionals at every stage of the sales process.

Why is it happening? What can you do to overcome it? What can you put in place to avoid it in the first place?

In this revealing interactive session Raoul Monks, CEO of Flume Sales Training will shed light on this challenge, sharing the latest research and outlining the most powerful strategies to make ‘ghosting’ a thing of the past.

Key takeaways

• Understanding of why ghosting happens.
• Common mistakes - how salespeople make ghosting more likely.
• Top tips on what you can do prevent it.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Raoul Monks, CEO, Flume Sales Training

Raoul is the Founder and CEO of Flume Sales Training and a global thought leader on B2B sales. He cuts through the noise surrounding sales and simplifies complex research into actionable insights that are 100% focussed on driving revenue.

9.00 - 10.00 am BST: As a result of joining this event, you will be more aware of your current leadership style, which will enable you to expand your range of leadership skills.

Recommended audience

Sales leaders

Type of audience

UK and International sales leaders

Description

In theory, you could break a leader's role into two things. First - be able to successfully manage the day-to-day. Second - be prepared and ready for the future. Simple, no?

In practice, a leader's role is multi-faceted. Leaders are now facing a world that is getting increasingly complex, with new challenges and situations appearing from nowhere.

Often, what we expect from them can be contradictory; strong, yet vulnerable; confident yet humble.

Is it really possible to achieve both equally well?

Key takeaways

• Three contradictory leadership styles to challenge your current thinking.
• A fun 'animal' model which shows that all important how NOT to lead…
• … as well as that all empowering how to lead.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenters

Jacqueline Frost, Founder and Creative Director Elevate Talent Ltd

Jacqueline has 30+ years of investment banking and entrepreneurial experience. She started her banking career in Derivative Sales, later heading up the department as well as serving on the Executive Committee.

In 2009, given this experience of demanding roles in high pressured environments, she began coaching and mentoring senior female executives to share her tips and strategies.

In 2016, she founded Elevate - a global, virtual leadership programme from which more than 8000 women worldwide have graduated.

Parul Patel - Board Adviser/NED | Legal Consultant | Team Trainer through Game Play

Parul is a qualified lawyer and business affairs consultant, a non-executive director, and speaker/facilitator on wellbeing, inclusivity, and performance, with one aim: to enable and inspire people to make smarter choices for better outcomes even in difficult, disruptive circumstances. She has advised senior leaders at Nike, Speedo, Uniqlo, SMEs and social enterprises, and been invited to speak by Unilever, Eversheds, Ashia.com, and is a regular co-facilitator at Elevate Talent. She also developed FM:CatalyseGT, edutainment proven to improve trust, cognitive agility, and performance within multi-disciplinary teams in 1 day.

9.00 - 10.00 am BST: As a result of joining this event, you will know the critical success factors of sales reward which will enable you to stimulate your sale team to sell more and sell better.

Recommended audience

sales directors, senior revenue and strategy officers, sales operations, enablement and sales managers

Type of audience

UK and International

Description

You will be given practical advice on building and implementing sales reward plans with access to trends and insights based on data from over 100 businesses in 2023. You will be able to work on the key elements of sales remuneration that drive sales success whilst keeping the finance director happy! What happens if you set your thresholds too high or low? How do you handle windfalls? What are businesses doing with non-financial benefits? What about team selling and hybrid selling? Answers will be provided to these real-world questions and more from someone who understands both the technicalities of sales reward and the commercial realities of sales leadership.

Key takeaways

• Use sales rewards to sell more, sell better.
• Data driven insights on sales reward trends.
• Practical advice on sales reward plans.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenters

Jon Clark, Director, Sales Compensation at SalesFitness Group

Jon Clark combines an impressive sales reward track record in a Big 4 accountancy with rich experience of applying the best methodologies to the realities of sales management.

Richard Higham FF.ISP, Sales & Marketing Director at SalesFitness Group

Richard Higham has been driving sales performance in market leaders and high growth businesses for over 30 years. Together Jon and Richard have long and deep and broad experience of what makes a difference in sales.

9.00 - 10/00 am BST: As a result of joining this event, you will know how to prepare for growth in the coming year, which will give you confidence to lead your team to hit their targets in 2024. 

Recommended audience

Sales and business leaders in B2B sales organisations

Type of audience

UK and International

Description

In this session we'll look at how leaders can prepare their teams to accelerate sales growth in 2024. We’ll discuss the balance required to make the most of opportunities in Q4 2023, whilst building our teams pipeline for 2024.

We'll discuss the simple actions our teams can take over the next couple of months to give us confidence going into 2024.

This is a great opportunity to discuss with other Sales and Business leaders how you will build momentum in Q4 and your teams growth plans for 2024.

Join Justin Leigh as we discuss a best practice approach to preparing our teams for growth in 2024.

CPD Points

CPD Points: Two (when attending live)

Presenter

Justin Leigh L.ISP, Founder of Focus4Growth

Justin Leigh is the Founder of Focus4Growth. A Sales and Leadership Training Company specialising in B2B markets. He's the bestselling Author of INSPIRE, INFLUENCE, SELL and COACHING LEADERS and an award-winning business leader.

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.

He's 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.

9.00 - 10.00 am BST: As a result of joining this event, you will know the critical skills required to succeed in selling to C-suite stakeholders. Claire Cologne, Head of Sales at Imparta, will provide you with exclusive insights into the world of top-level executives and equip you with the tools to prepare, connect, and influence effectively. Learn how to navigate the unique concerns of C-suite executives, avoid common mistakes, and immerse yourself in their world. With the knowledge from this webinar, you will understand how to engage senior decision-makers with confidence and significantly improve your sales outcomes.

Recommended audience

This webinar is ideal for senior sales professionals, account managers, business development executives and anyone involved in selling to top-level executives. If you aim to boost your sales success by engaging effectively with decision-makers at the highest levels, this session is a must-attend.

Type of audience

UK and International

Description

Selling to top executives requires a high level of preparation and skill. In this session, Claire Cologne, Head of Sales at Imparta, will share effective techniques to help you connect and engage with senior executives and how to avoid common pitfalls.

Drawing on Imparta's research and their Business Acumen and Selling to the C-Suite programme, Claire will give you the confidence to refine your approach and excel in this challenging domain. Don't miss this opportunity to enhance your selling abilities and achieve success with senior decision-makers.

As a result of joining this event, you will know the critical skills required to succeed in selling to C-suite stakeholders. Claire Cologne, Head of Sales at Imparta, will provide you with exclusive insights into the world of top-level executives and equip you with the tools to prepare, connect, and influence effectively. Learn how to navigate the unique concerns of C-suite executives, avoid common mistakes, and immerse yourself in their world. With the knowledge from this webinar, you will understand how to engage senior decision-makers with confidence and significantly improve your sales outcomes.

Key takeaways

• Identify and avoid common failure points when selling to C-suite executives.
• Develop a strategic approach and preparation process for approaching the C-suite.
• Master the art of connecting, engaging, and influencing senior executives throughout the buying cycle.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Claire Cologne, Head of Sales EMEA at Imparta

As the Head of Sales at Imparta, Claire has collaborated with a wide range of global organisations across a variety of industries. She uses her insight and expertise to enhance sales performance and refines business strategies by developing skills at every level, from frontline sellers to senior executives.