The 2 things you must know about your customer's buying journey

Tuesday, 7th February 2023

9.00 am GMT: As a result of joining this event, the participant will emerge with a better understanding of how to diagnose their B2B customer's buying processes - which will in turn enable them to implement more effective sales strategies.

Recommended audience

All Sales Professionals


Type of audience

UK and International


Description

Understanding complex B2B sales: There are two critical things every B2B salesperson needs to know about every customer's buying journey: whether an eventual purchase is inevitable or discretionary, and whether their prospect is embarked on a familiar or unfamiliar buying journey. The answers to these two questions have a profound impact on your sales strategies and tactics. This webinar will equip B2B salespeople and sales managers to diagnose and deal with these critical success factors.


Key takeaways

  • How to determine whether your customer is making an inevitable or a discretionary purchase.
  • How to determine whether your customer is on a familiar or an unfamiliar buying journey.
  • Why these two datapoints are so important.

CPD Points

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


Presenter

Bob Apollo FF.ISP, Chief Outcomes Officer, Inflexion-Point Strategy Partners

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 organisations. https://www.linkedin.com/in/bobapollo/


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.


Pick Fights! How to make your business/proposition stand out in a crowded marketplace

Wednesday, 8th February 2023

9.00 am GMT: As a result of joining this event the participant will know how to differentiate their value proposition which will enable them to get heard in a crowded marketplace.

Recommended audience

Business owners, salespeople, marketeers


Type of audience

UK and International


Description

Pick Fights! How to make your business/proposition stand out in a crowded marketplace and set yourself apart from your competition.

In this highly entertaining and thought provoking workshop, Mark Blackmore explores some of the key themes in his #1 Amazon Bestseller, Marketing Renegade, and gives you the tools to differentiate your value proposition and find a voice worth listening to.

Most businesses sell similar stuff, which makes standing out from the crowd really difficult from a sales and marketing perspective. Picking a 'fight' means identifying something that people already dislike, creating a cause that someone can believe in, and making a stand against it. Tapping into a motivation that already exists is much easier, and more cost effective, than trying to create momentum from nothing. It gives you a point of differentiation and helps you connect emotionally to customers.


Key takeaways

  • How to choose create a cause people can believe in.
  • How to tap into an emotion that already exists and create a voice worth listening to.
  • How to market your message and get noticed.

CPD Points

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


Presenter

Mark Blackmore A.ISP, Director, Lammore Consulting Ltd

Mark Blackmore is a sales guy, serial entrepreneur and #1 Amazon bestseller. He has helped salespeople, managers and businesses across the world to improve their performance and deliver greater customer value.

His blue-chip clients include:

  • Media: Autotrader, Global.com, TES Global.
  • House Building: Barratt/David Wilson, Bloor Homes, Taylor Wimpey, Bellway.
  • Logistics: Hellmann Worldwide Logistics, Panalpina.
  • Manufacturing & Service: G4S, Essity.
  • Financial Services: Coremont (Brevan Howard), Luxoft, LCH Clearnet.

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.


Demystifying the RFP process (RFP = Request for Proposal)

Thursday, 9th February 2023

9.00 am GMT: As a result of joining this event the participant will know how a buyer runs their RFP processes from start to finish which will enable them to be more successful in RFPs.

Recommended audience

Sales/Business Development professionals working in B2B sales who deal with RFP's/Tenders


Type of audience

UK and International


Description

In this webinar, Mark will share his buying secrets after working in procurement for over 17 years. You will learn how buyers run their RFP processes from start to finish. Roughly 60% of the work will take place before you actually see the RFP, so it's important to understand what role you can play throughout the entire journey. You will learn how to decide whether to participate in an RFP to maximize the effective use of your resources. In the end, all you want is to get better results in less time spent during the RFP process. Don't miss the opportunity to learn the secrets from a buyer first-hand.


Key takeaways

  • How to decide whether to participate or not in an RFP.
  • How the RFP process works from start to finish.
  • How to get better results from participating in RFPs.

CPD Points

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


Presenter

Mark Schenkius, Founder of ROI10

Mark Schenkius is founder of ROI10, a globally operating training and consultancy firm focused on making you successful in sales and negotiations. He has worked for Mars Inc. for over 17 years in a variety of procurement functions, and has extensive experience providing training to both sales and procurement professionals. He is also a lecturer in Business Economics at Fontys University of Applied Science and author of "The Other Side of Sales", which gives sales professionals unique insights into the mysterious world of buying.


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.


Developing Strategic relationships with major customers to grow the opportunity

Tuesday, 21st February 2023

9.00 am GMT: As a result of joining this event the participant will know how to plan and conduct an effective client review meeting which will enable them to identify the 'cast of characters' and dynamics of a complex enterprise organisation in the buying process, and expand business activities within an existing client.

Recommended audience

Salespeople, Sales Managers and business owners who sell into the enterprise space, strategic/key account managers


Type of audience

UK and International


Description

When compared to small- and medium-sized companies, enterprise selling and relationship development present vastly different challenges, such as: extended sales cycles, sophisticated competition, significant financial investment, wide and diverse buyer networks, cross-functional sales teams, complex decision structures, diversified organization and footprint and focus on business value.

This session will focus on some key aspects of developing those relationships and leveraging increased value through account development planning:

  • Strategic client reviews
  • Account Planning
  • Opportunity Identification
  • Qualification
  • Solution Development

Key takeaways

  • Relationship development.
  • How to develop expansion opportunities.
  • How to conduct an effective client review meeting.

CPD Points

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


Presenter

Martin Hill (MICFM, MAFP), Managing Director, Sandler Training West Midlands

Martin is a Chartered Management Institute qualified commercial leader with >35 years of national and international commercial, sales and people leadership experience. His experience has been gained with a global 40 country captive lessor, a £2BN international fleet management company and a tier 1 UK bank financier where for 25+ years he was deployed on the UK's largest vehicle financier.


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.


Intelligent answers: A new way to convince

Wednesday, 22nd February 2023

9.00 am GMT: As a result of joining this event the participant will know what Answer Intelligence is and why it matters which will enable them to get a message across that resonates and differentiates

Recommended audience

Sales leaders and practitioners looking to differentiate themselves in a changing world


Type of audience

UK and International


Description

We have all learned how to ask intelligent questions - from SPIN to Challenger and all the variants. But far less attention has been applied to the way we answer. AQ changes the game. It's a new science of answers that builds on the existing science of questions. When and where should we be telling stories rather than explaining processes? When is a deploying a metaphor better than explaining a concept? Answer Intelligence is genuinely innovative. It is based on Dr. Brian Glibkowski's robust academic research. Brian will explain how it works and what it can do for you and your people. Richard Higham FF.ISP will make pragmatic and powerful application to the world of sales performance. This has the potential to be your dynamic differentiator. You'll find this session compelling and potentially transformative.


Key takeaways

  • Understand your bias when explaining to customers.
  • Understand the options available to you.
  • Gain the motivation to change your answering game.

CPD Points

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


Presenters

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

Richard Higham speaks, writes, coaches and consults on sales performance in a changing world. He has won and led sales transformation programmes with household names in over 40 countries. He now leads a fast-growth multi-disciplinary sales business and chairs an international sales training organisation. As a reflective practitioner in sales, he talks the walk and walks the talk.


Dr Brian Glibkowski

Dr Brian Glibkowski's research on a common framework to communicate and make decisions was recognised by the Association of Human Resource Development as one of 10 articles that will shape the 21st century. He has combined a commercial career with academic appointments on both sides of the Atlantic.


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.


Creating Differentiation through "belief" selling

Tuesday, 28th February 2023

9.00 am GMT: As a result of joining this event, the participant will learn how to create and implement belief selling to improve their conversion ratios and maximise success using a proven roadmap.

Recommended audience

All Sales and Account Consultants, Executives, Managers, and Directors


Type of audience

UK and International


Description

There is a common cliché That "People buy People" - especially those that create affinity. That personal connection is vital. After all when was the last time that you bought something of value from someone you didn't trust?

But it goes broader than that. I had an old boss who told me a "mantra" that people buy in sequence. They buy you first, then they buy your Company and only then do they buy your products and services.

I can't tell you how to do number 3, but what I do know is that buying you and your Company is about culture. Every seller has to create the right set of beliefs in who you are and how you work to feel "cultural fit" which is when they buy. When created then your products and services must be fit for purpose.

It is called "Belief Selling" - come and find out more.


Key takeaways

  • Understand what and how cultural beliefs play a huge part in successful selling.
  • Learn how to create the right set of beliefs about you and your Company to increase your conversion ratios and maximise revenues.
  • Learn how to implement belief selling in a step-by-step roadmap.

CPD Points

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


Presenter

Mark Erskine, F.ISP, Director and Founder of Seller Performance

Mark Erskine is Director and Founder of Seller Performance and a highly experienced sales performance specialist, with over 35 years' experience in business-to-business sales at corporate level. Mark is a Master Trainer and Coach and now UK Partner Licensee for LIFO® behavioural profiling, qualified business coach and mentor, trained facilitator, and former Miller Heiman Independent Consultant. He is an Independent Consultant for Culture Partners.


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 Future of Marketing and Sales

Tuesday, 7th March 2023

2.00 pm GMT: As a result of attending this event, the participant will know where our discipline fits into the formulation of business strategy and will enable them to contribute more positively and professionally.

Recommended audience

Senior sales and marketing executives such as Sales Directors, Marketing Directors, Sales Managers and Key Account Managers


Type of audience

UK and International


Description

Professor McDonald will briefly review the past 60 years of marketing and sales.

He will then spell out the requirements for getting our discipline back in the boardroom as the driver of strategy.

He will conclude by putting the advancing tide of technology into a marketing and sales context. He will spell out that if we embrace this technology, we have a fantastic opportunity to understand our markets and our customers more intimately and to create value for them and other stakeholders.

This webinar will spell out the great future to be enjoyed by our profession providing we know what we need to do to put ourselves firmly back in the boardroom.


Key takeaways

  • An understanding of the recent past of marketing and sales.
  • The current role of marketing and sales in business strategy.
  • The role of technology in creating value for customers and stakeholders.

CPD Points

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


Presenter

Malcolm H.B. McDonald MA(Oxon) MSc PhD DLitt DSc, FF.ISP
Emeritus Professor, Cranfield University School of Management

Until 2003, Malcolm was Professor of Marketing and Deputy Director of Cranfield University School of Management, with special responsibility for E-Business. He is a graduate in English Language and Literature from Oxford University, in Business Studies from Bradford University Management Centre, and has a PhD from Cranfield University. He also has a Doctorate from Bradford University and from the Plekhanov University of Economics in Moscow. He has extensive industrial experience, including a number of years as Marketing and Sales Director of Canada Dry. Until the end of 2012, he spent seven years as Chairman of Brand Finance plc.

He spends much of his time working with the operating boards of the world’s biggest multinational companies, such as IBM, Xerox, BP and the like, in most countries in the world, including Japan, USA, Europe, South America, ASEAN and Australasia.

He has written forty six books, including the best seller "Marketing Plans; how to prepare them; how to use them", which has sold over half a million copies worldwide. Hundreds of his papers have been published.

Apart from market segmentation, his current interests centre around the measurement of the financial impact of marketing expenditure and global best practice key account management. He is an Emeritus Professor at Cranfield and a Visiting Professor at Henley, Warwick, Aston and Bradford Business Schools.

In 2006 he was listed in the UK's Top Ten Business Consultants by the Times.

Email: m.mcdonald@cranfield.ac.uk


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.


How to maintain sales team focus and motivation during difficult economic cycles - Round Table

Thursday, 9th March 2023

9.00 am GMT: Sales Leader Round Table: This round table is for Fellows and Sales Leaders 

Recommended audience

This round table is for Fellows and Sales Leaders


Type of audience

UK and International


Description

How to maintain sales team focus and motivation during difficult economic cycles.

2023 is set to be a year that challenges many markets, companies and sales teams.

In this roundtable we discuss the best practice approaches to leading effective sales teams.

  • How to keep the team engaged, motivated and energised.
  • How to maintain focus on key customers, priorities and growth.

The group will share and discuss their own challenges and ideas to help improve performance in 2023.


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.

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.


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 (Master the psychology, Skills and Systems of the world’s best sales teams) and finalist in the National SME Business Awards 2022.

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.


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


LIVE EVENT: The future of Sales

Wednesday, 15th March 2023

2.00 pm GMT: This is a free live event for members and guests - please register to express your interest

Venue / Location

Herman Miller Showroom, 2 Kingsway, London WC2B 6LH


Recommended audience

All sales professionals


Type of audience

UK and International


Agenda

  • 1.30 pm: Registration, networking and refreshments
  • 2.00 pm: Welcome from Herman Miller
  • 2.15 pm: Welcome from the ISP (Patrick Joiner, FF.ISP - MD)
  • 2.30 pm: Session 1
  • 3.00 pm: Session 2
  • 3.30 pm: Coffee break and networking
  • 4.00 pm: Session 3
  • 4.30 pm: Session 4
  • 5.00 pm: Final thoughts
  • 5.15 pm: Drinks and Networking
  • 6.00 pm: Event concludes

Topics and Presenters


Patrick Joiner, FF.ISP - Managing Director of ISP (Institute of Sales Professionals)

  • Highly experienced 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
  • Highly facilitative and engaging trainer

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 7 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 world-wide. A self-confessed 'sales geek' he keeps himself abreast of the latest research in sales force effectiveness and sales best-practice which he shares with his clients in highly pragmatic, interactive, and stimulating development programmes. His focus is on providing delegates with proven tools and approaches and challenging them to find ways to put them into practice when working with their customers. He was appointed MD of the Institute of Sales Professionals in September 2021.


CPD Points

CPD Points: 4


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.


How ownership of your sales pipeline will help you deliver better results

Tuesday, 21st March 2023

9.00 am GMT: As a result of joining this event the participant will see their pipeline through fresh eyes which will enable them to improve as a sales professional.

Recommended audience

Account Managers, Business Development Managers, New Business Managers, Sales Managers and anyone who manages a pipeline and wants to take greater ownership


Type of audience

UK and International


Description

Do you have ownership your pipeline or is it something that you manage for your company? Is it updated when something happens or just before a reporting deadline? Do you see it as a valuable sales tool or something that the boss wants completed.

Depending how you see your sales pipeline will impact on its real value. When you have ownership of your pipeline and manage it for your own benefit then it will help you find and win business, be more efficient, stop you missing deadlines, stop you chasing dead leads, spot where you need help and learn more about both yourself and your customers.

Today's webinar is designed to help you learn to love your pipeline and find ways to use it to deliver better results.


Key takeaways

  • Key reasons to see pipeline management as your friend and not just a reporting tool.
  • The ways your pipeline can speed up and improve your selling process.
  • How to get useful data from your pipeline that will guide and improve your sales activity.

CPD Points

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


Presenter

Mike Gibson FF.ISP, Supporter at the Institute of Sales Professionals

Mike Gibson has more than 35 years' experience covering sales, customer services, and senior commercial leadership. He has successfully led a number of sales teams, both in front-line sales and sales enablement, achieving impressive sales results, turning around under-performing teams and generating exceptional levels of growth.

Now a board member of the Institute of Sales Professionals and a subject-matter expert for content creation at the Professional Sales Academy, his time is focused on helping the sales professionals of the future.

Mike 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.