Forget CRM, Think MCR! Maximise Your Customer Relationships!

Tuesday, 6th December 2022 | 09:00

As a result of joining this event the participant will know the key ingredients of Maximised Customer Relationships which will enable them to spot, create and maximise opportunities, repeat business, referrals and recommendations from the customers they want!

Recommended audience

Anyone with responsibility for leading and managing customer-facing people, and anyone who wants to make a difference in their business when it comes to building relationships with customers.


Type of audience

UK and international


Description

An interactive Webinar with Andy Hanselman

Are you getting the best from your existing customers? Do you get the levels of repeat business, referrals and recommendations you want? Are your efforts focused on the right customers? Do your people know who these customers are? Research shows that many businesses are missing out on opportunities and sales with their existing customers. Why? Often, because they are being very passive in their approach; they are just reactive and 'taking orders' or they are ignoring these customers because they are too busy chasing new ones!

In this webinar, business competitiveness expert Andy Hanselman will show how winning businesses take a Dramatically and Demonstrably Different approach. He will encourage you to 'Forget CRM and Think MCR!'. That means 'Maximising your Customer Relationships!'

He will highlight how these successful businesses proactively develop relationships that 'give the best to, and get the best from, the customers they want'. It's definitely not about the 'heavy sell' or being 'pushy' but taking a proactive approach to spotting and creating new opportunities.

Andy will share proven tools and techniques to help you:

  • Identify your 'best' customers; find out what they think, what they want, and what they don't want.
  • Create 'dialogue, not diatribes' and tailor the experience specifically to individual customers to help 'lock them in'.
  • Spot, develop and maximise opportunities, repeat business, recommendations, referrals and your relationships!

Key takeaways

  • Real examples of businesses that make 'MCR' work for them to maximise their efforts and their profits.
  • An opportunity to evaluate how your business measures up in the key areas that make a difference.
  • Proven, practical tools and techniques to help you transfer the lessons to your business and identify the steps you need to take to a Dramatically and Demonstrably Different approach to Maximising your Customer Relationships.

CPD Points

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


Presenter

Andy Hanselman of Andy Hanselman Consulting

Andy Hanselman is a recognised speaker on business competitiveness and differentiation. With over 30 years' experience, he speaks at conferences and events worldwide. He has built a strong reputation for his down-to-earth approach offering no-nonsense 'stuff' that people can use back in their business immediately to improve their competitiveness. By sharing examples that resonate with the audience and telling stories they can learn from, Andy offers practical, stimulating and fresh ideas.


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 membershipservices@the-isp.org for more information.


The impact of people culture to build trusting teams : Live Sales Leader Round Table

Wednesday, 7th December 2022 | 08:30

The Institute of Sales Professionals (ISP) is bringing together some of the best brains in the business to help us on the road to supporting and professionalising our industry. The ISP has always prided itself on delivering opportunities for people to form support networks with relationships built on mutual benefit to advance professional sales leadership. Our live sessions will continue to give sales leaders and fellows of the Institute the chance to meet, discuss and share best practice with peers from other organisations. If you are a sales leader or an ISP fellow, and would like to join us for this session, register your interest below.

Venue / Location

Currie & Brown UK, 40 Holborn Viaduct, London EC1N 2PB


Recommended audience

This round table is for Fellows and Sales Leaders


Type of audience

UK and International


Description

The Institute of Sales Professionals has always prided itself providing opportunities for people to form support networks, relationships built on mutual support and benefit, for progression in professional of sales leadership.

Due to the challenges faced through the pandemic to meet face to face, the physical capability of creating the environments will remain a challenge, consequently we have created a range of more intimate sessions to give Sales leaders and fellows the opportunity to discuss and share best practice with peers from other organisations.

Each session will have no more than 12 attendees and will be hosted by the ISP or a guest who will introduce, guide, and moderate the conversation to ensure fair engagement and contribution using Microsoft teams.

Come and join us, share your thoughts, challenges and meet other sales leaders and Fellows.


Agenda

  • 08.30 am: Arrival, refreshments and networking
  • 08.50 am: Open and session introduction
  • 09.00 am: Scene setting and debate
  • 09.45 am: Conclusions
  • 10.00 am: Event concludes

CPD Points

CPD Points: Two (for attending)


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 membershipservices@the-isp.org for more information.


Adapting to Digital Trends in Sales

Tuesday, 13th December 2022 | 09:00

As a result of joining this event the participant will know what core trends and changes are being seen as a result of a data-driven Sales world which will enable them to adapt their approach to sales planning and solutions to win more customers.

Recommended audience

Senior Sales Executives, Sales Leaders, Sales Managers, Strategy Teams, Marketing and Lead Generation, Customer Service


Type of audience

UK and International


Description

This subject matter expert panel discussion will provide updates and insights on changes in sales approaches, sales analytics, and technology since the pandemic and current geopolitical climate.


Key takeaways

  • Insights on core trends in the a data driven Sales world.
  • Hear from a mix of panellists on how they are adapting to these trends and what changes and impacts they foresee in the market.
  • Gather top tips and recommendations from Oracle on how to adapt to new digital trends, plan ahead and engage with customers.

CPD Points

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


Panelists

Gio Bottelli, Director of CX Strategy at Oracle

Gio is a Strategy and Sales Enablement Director in the EMEA CX Mid-market team, with a background in creating and leading Digital Transformation initiatives, across various B2B-B2C industries. He enjoys helping clients and partners harness complexity and achieving long term success results for their businesses.


Colin Day, Managing Director of EMEA at Oktopost

Colin Day is Oktopost's Managing Director of EMEA. With more than 30 years of experience across sectors that include technology and financial services, Colin has an excellent track record of building and operating high-performing, go-to-market functions. He also has hands-on experience in implementing all aspects of commercial operations across the globe.


Ric Dudley, Sales Advisory Director UK, Baringa

Ric leads the Revenue Growth and Sales advisory practice at Baringa Partners. For more than 20 years he has been optimizing, transforming and re-imagining Sales functions and selling. Mostly in Telcos and TechCos, always with the top line and customer in mind. His experience spans Go To Market strategy, sales operating model, analytics, process optimistation, seller productivity improvement and RevTech advisory. He has consulted for multi-nationals, large enterprise, SMB and consumer focused firms. Ric's experience includes helping integrate global sale forces post-merger, harmonising silo’d product structures into unified Go To Market models, re-engineering the sale process to drive out friction and increasingly embedding Digital - for both customer self-service and seller enablement. More recently Ric has been helping B2B companies pivot to organizing themselves around the end to end revenue value stream: From Lead to Cash, acquisition to retention, Customer awareness to Customer Success.


Steve Lindsey, Event Director, National Sales Conference

A self-confessed B2B event geek and purist of 20 years. In 2014, Lincoln West launched the National Sales Conference (NSC) universally recognised as the UK’s largest and most influential event for the sales profession, providing CPD accredited 'Winning Business' content for leaders and teams.

Steering an event business through Covid led to the digital transformation of the National Sales Conference and launch of TheGrowthHub.me, a free online personal and professional development community platform for sales, revenue and customer success.

Away from B2B events, Steve is a trustee for Alopecia UK and a fundraising Ambassador for his local Hospice in the Weald, participating in marathons, Ironman and various endurance events.


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 membershipservices@the-isp.org for more information.


Top Tips for Public Speaking

Wednesday, 14th December 2022 | 09:00

As a result of joining this event the participant will know the key aspects of good communication which will enable them to speak confidently 1:1 or 1:Many, online or offline.

Recommended audience

Anyone in any role at any level of an organisation, based in the UK or overseas. However, developing skills in public speaking is particularly vital for leaders. This is because one cannot be a good leader without being a good communicator.


Type of audience

UK and International


Description

Do you want to:

  • Improve your communication skills?
  • Speak confidently at formal events or informal meetings, online and offline?
  • Capture and hold the attention of others?

If the answer to these questions is yes, then do join us for this insightful training session. Speaking in front of others is many people’s greatest fear. Yet it needn’t be. Because with guidance and practice all of us can be effective communicators and public speakers. Thus, the purpose of this session is to equip you with key communication skills that will be invaluable in work and life.


Key takeaways

  • Improved communication skills when speaking to audiences of 1 or more people, online or offline.
  • Improved ability to capture and hold the attention of others.
  • Improved self-image and corporate image.

CPD Points

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


Presenter

Kim Crosby, Managing Director, CustomerClix Ltd

Kim Crosby delivers communication solutions for customer-focused businesses worldwide. This includes delivering training in public speaking. Kim's credentials to deliver this training includes being a past president of one of the UK's oldest public speaking clubs and being an award winner at the UK and Ireland public speaking championships.


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 membershipservices@the-isp.org for more information.


Transforming Sales Results Intensive Workshops - Basingstoke College of Technology, Basingstoke

Tuesday, 10th January 2023 | 09:00

Transforming Sales Results Workshops

Target Audience

Small businesses based in Hampshire and Surrey

This workshop is designed for SME owners and salespeople who want to improve their business-to-business (B2B) selling.

(An SME includes medium-sized businesses with fewer than 250 staff, small businesses with fewer than 50 staff, and micro businesses with fewer than 10 staff.)


Description

This eight-hour masterclass - delivered over one day at Basingstoke College of Technology (BCoT) - sets out the knowledge and skills that are needed to increase B2B sales and improve long-term business performance. After finishing the course, delegates will leave with a completed workbook containing a sales action plan.

Skills learnt on the course can be put into practice straight away.


Key takeaways

  • A completed workbook containing a B2B sales action plan to gain and/or develop a key account
  • Each delegate’s workbook will be tailored to their own business
  • A plan to create and maintain a good pipeline of prospective customers.
  • How to create and present a winning sales proposition and deal with customer questions
  • How to build and manage business relationships within the customer’s organisation

Full course details

To see the course structure and details of what you will learn click here

Workshop locations, dates and times

Basingstoke - 10th January (09:00 to 17:00), online review session 18th January.
Basingstoke College of Technology (BCoT), Worting Rd, Basingstoke RG21 8TN

If you can't make this session, we are also presenting courses at the following locations:

Guildford - 1st December and 8th December (17:00 to 21:00), online review session 14th December.
Sparsholt, Winchester - 19th January (09:00 to 17:00), online review session 25th January.
Epsom - Dates TBC

Previous workshops:
Farnborough College of Technology - booking has now closed - 22nd November and 13th December (17:00 to 21:00)

Background

According to the All-Party Parliamentary Group for Professional Sales, the UK suffers from a critical shortage of professional, business-to-business salespeople, particularly in SMEs.

To help close this skills gap, the Institute of Sales Professionals has developed, in partnership with the Department for Education, this series of free workshops, called Transforming Sales Results, to be delivered across north Hampshire and Surrey.

To see our news article about the workshops, click here and to engage in the conversation find us on LinkedIn here.


Presenter

John Tunstall FF.ISP

John Tunstall has more than 25 years' experience selling high value, complex solutions to blue-chip clients as well as building and developing international business partner networks. He has successfully sold in more than 20 countries, winning multiple sales awards, achieving record orders, turning around failing product sets and generating unprecedented levels of growth.

As a former electronics engineer, John recognised a similarity in engineering and sales processes and designed the Transforming Sales Results workshop to be clear to understand and simple to implement.

John is a founding fellow of the Institute of Sales Professionals.


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 membershipservices@the-isp.org for more information.


In Person vs Online? How to choose the best option when selling

Tuesday, 17th January 2023 | 09:00

As a result of joining this event the participant will know how to choose between in-person and virtual meetings which will enable them to make the best possible choices to engage with and influence customers in a post-covid world.

Recommended audience

  • Salespeople who want to make the right choices for meeting or not meeting with clients.
  • Sales leaders who want to develop a policy for how and when their teams should and should not go out and engage in person again.

Type of audience

UK and International


Description

As we settle into our world post-covid, things have not returned to where they were before. The switch to virtual is here to stay, and this has made a huge impact in our sales world. Salespeople and customers alike, continue to opt for virtual meetings much of the time. Which begs the question - Is this good? Does this cost us? What do we lose by not being there in person? When is virtual the better option? How can I know? This session will use science and decision-making tools to answer those questions so that you or your team can be confident in making the best choice at each stage of the sale.


Key takeaways

  • A clear understanding of when in-person or virtual meetings are the best choice.
  • A set of principles to guide you in making those decisions in any sales situation.
  • Knowledge of what happens to our communication online, why it's different and how to use that to your advantage.

CPD Points

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


Presenters

Dr Rebecca Jackson A.ISP, Head Of Education & Coaching Practice at The Professional Sales Academy

An expert in language and communication, with a PHD in linguistics, and a certified positive psychology practitioner. She taught in universities for more than seven years before turning her attention to the corporate workplace. She holds a postgraduate certificate in academic practice and an award for outstanding and innovative adult teaching. A certified coach, Rebecca now researches communication and neurodiversity in the workplace.


Alison Matthias FF.ISP, Managing Director, Professional Sales Academy

Former board director of the ISP & Managing Director of Professional Sales Academy, Alison is dedicated to bringing education and professional accreditations to the sales profession. A commercially focused people development professional with a track record for driving sales and leadership improvement across blue chip organisations such as FMCG (Diageo, Mars, GSK) Automotive (Honda, Citroën) Media (BBC, Virgin) and Professional Services.


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 membershipservices@the-isp.org for more information.


Convincing and Memorable Winning Sales Presentations

Wednesday, 18th January 2023 | 09:00

As a result of joining this event, the participant will know how to deliver impactful sales presentations which will enable them to win more sales deals

Recommended audience

  • Anyone who has to convince customers or even internal stakeholders.
  • Particularly interesting for those who are directly involved or support B2B sales.

Type of audience

UK and International


Description

The more tailored our sales presentation, the more we increase our chances to get our message to anchor in the heads of our audience, be convincing and be remembered. One size doesn’t fit all. Must adapt in. Must use integration. Adaptation and integration are the key cogs for persuasion if we want to get our customers leave their status quo, consider change and change with us, going forward with our proposed solution.

Join this workshop with our guest speaker George Pastidis, Head of Sales Enablement Programs Ericsson, and learn how to persuade B2B buyers today, delivering convincing and memorable, winning presentations!


Key takeaways

  • Be remembered.
  • Be convincing.
  • Increase your chances to win your deal.

CPD Points

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


Presenter

George Pastidis, Head of Sales Enablement Programs at Ericsson

George Pastidis is a passionate sales trainer, sales coach and sales enablement practitioner author of the book "90 Short Stories for Better Business" published in 2022. George joined Ericsson in 2013. Based in Paris France, he is the Head of Sales Enablement Programs, leading globally the delivery of sales trainings across the world. In 2020, Sales Enablement Collective (SEC) included George among the top 20 more influential sales enablement leaders globally, and in 2022, CloudShare had him in the 19 top sales learning leaders who are worth following in the social media. George loves sharing his thoughts and experience through his personal sales blog www.georgetalksales.com.


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 membershipservices@the-isp.org for more information.


Transforming Sales Results Intensive Workshops - Sparsholt College, Winchester

Thursday, 19th January 2023 | 09:00

Transforming Sales Results Workshops

Target Audience

Small businesses based in Hampshire and Surrey

This workshop is designed for SME owners and salespeople who want to improve their business-to-business (B2B) selling.

(An SME includes medium-sized businesses with fewer than 250 staff, small businesses with fewer than 50 staff, and micro businesses with fewer than 10 staff.)


Description

This eight-hour masterclass - delivered over one day at Sparsholt College Hampshire, Winchester, - sets out the knowledge and skills that are needed to increase B2B sales and improve long-term business performance. After finishing the course, delegates will leave with a completed workbook containing a sales action plan.

Skills learnt on the course can be put into practice straight away.


Key takeaways

  • A completed workbook containing a B2B sales action plan to gain and/or develop a key account
  • Each delegate’s workbook will be tailored to their own business
  • A plan to create and maintain a good pipeline of prospective customers.
  • How to create and present a winning sales proposition and deal with customer questions
  • How to build and manage business relationships within the customer’s organisation

Full course details

To see the course structure and details of what you will learn click here

Workshop locations, dates and times

Sparsholt, Winchester - 19th January (09:00 to 17:00), online review session 25th January.
Sparsholt College Hampshire, Westley Ln, Sparsholt, Winchester SO21 2NF

If you can't make this session, we are also presenting courses at the following locations:

Guildford - 1st December and 8th December (17:00 to 21:00), online review session 14th December.
Basingstoke - 10th January (09:00 to 17:00), online review session 18th January.
Epsom - Dates TBC

Previous workshops:
Farnborough College of Technology - booking has now closed - 22nd November and 13th December (17:00 to 21:00)

Background

According to the All-Party Parliamentary Group for Professional Sales, the UK suffers from a critical shortage of professional, business-to-business salespeople, particularly in SMEs.

To help close this skills gap, the Institute of Sales Professionals has developed, in partnership with the Department for Education, this series of free workshops, called Transforming Sales Results, to be delivered across north Hampshire and Surrey.

To see our news article about the workshops, click here and to engage in the conversation find us on LinkedIn here.


Presenter

John Tunstall FF.ISP

John Tunstall has more than 25 years' experience selling high value, complex solutions to blue-chip clients as well as building and developing international business partner networks. He has successfully sold in more than 20 countries, winning multiple sales awards, achieving record orders, turning around failing product sets and generating unprecedented levels of growth.

As a former electronics engineer, John recognised a similarity in engineering and sales processes and designed the Transforming Sales Results workshop to be clear to understand and simple to implement.

John is a founding fellow of the Institute of Sales Professionals.


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 membershipservices@the-isp.org for more information.


Facts Tell, Stories Sell: why storytelling works and how you should use it

Thursday, 26th January 2023 | 09:00

As a result of joining this event the participant will know how to tell the stories which will enable them to engage, sell and inspire.

Recommended audience

Leaders, salespeople and anyone who needs to present or pitch ideas, products, services or initiatives.


Type of audience

UK and International


Description

Poor communication costs your business money. You can't close deals, inspire your team or create real change if you're confusing people or sending them to sleep. Not even the best ideas work if no one pays attention, remembers, or cares about what you said. If you want to have impact, you need the power of stories.

Through compelling science, relevant case studies, and captivating stories of his own, Francisco will empower individuals across all levels of the company to use intentional stories to attract more customers, engage their teams and inspire change.


Key takeaways

  • Discover the science behind storytelling and how you can leverage it.
  • Understand the stories all businesses need to tell - and how to find them.
  • Add value to your product and service in a way that will make price irrelevant.

CPD Points

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


Presenter

Francisco Mahfuz, Keynote Speaker and Story Coach

Francisco Mahfuz has always loved speaking, even before he had anything useful to say. He's been telling stories in front of audiences for a decade, and even became a National Champion of public speaking.

Today, he’s a keynote speaker and storytelling coach trusted by global organisations to inspire teams and individuals to communicate more effectively through intentional storytelling.

He's the author of "Bare: A Guide to Brutally Honest Public Speaking" and the host of The Storypowers Podcast.


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 membershipservices@the-isp.org for more information.


TOPIC TBC - 31.01.23

Tuesday, 31st January 2023 | 09:00

Synopsis to follow

Recommended audience

TBA


Type of audience

UK and International


Description

TBA


Key takeaways

  • TBA
  • TBA
  • TBA

CPD Points

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


Presenter

Adam Norton, Marketing Manager at Imparta

Biography TBA


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 membershipservices@the-isp.org for more information.