Upcoming Events

As a result of joining this event, the participant will know how to identify the key drivers for client decisions which will enable them to effectively match their proposition and proposal.

Recommended audience

All sales professionals

Type of audience

UK and International

Description

In this session we will explore the key drivers that lead to procurement decisions. We will review the perceived key drivers from the eyes of a sales professional and more critically take a look from the position of the buyer. When not correctly identified, it can lead to a permanent objection and inability to move the sales process forward. We will also look at how to correctly identify these drivers and use them to ensure a positive outcome. With the change in sales environment over the last few years, the way decisions are made and the interaction within the sales process has also evolved, we will establish how to ensure you can still obtain the critical airtime required and how to give the buyer a reason to engage.

Key takeaways

• An understanding of the key drivers in procurement decision making
• How to identify your clients own decision making process
• Gaining critical airtime with a procurement professional

CPD Points

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

Presenter

Tim Bardgett L.ISP, Technical Services Manager at Galaxy Insulation

With over 23 years experience in the sales environment, Tim has developed vast knowledge of the sales process and buyer behaviour. Tim has also been on the other side of the table in a procurement role giving a very unique insight into the relationship between sales person and buyer.

As a result of joining this event, the participant will know how to structure and deliver more powerful and engaging demonstrations and proposals, which will directly enable them to generate more revenue

Recommended audience

All Sales Professionals

Type of audience

UK and International

Description

In business-to-business (B2B) selling, both the presentation and the subsequent proposal are critical to your success. Yet all too often these are not planned and delivered in a way that helps you to truly stand out against your competition.

In this webinar, Jim Irving will discuss both of these important stages in your interaction with your B2B prospects.

Jim's experience includes 30 years of corporate enterprise-selling and 15 years of supporting and coaching start-ups and scaling companies to win against bigger competitors. The latter part of Jim's corporate career saw him become the buyer and develop his thinking. His work on improving presentations and proposals has won his clients a lot of business over the years.

The session will look at planning, content and structure, and how to really stand out in your marketplace. It will be a practical session for the attendees and Jim will share many of his career lessons.

Key takeaways

• How NOT to start any presentation or proposal
• How to gain and hold attention
• How to create a structure which will deliver greater success

CPD Points

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

Presenter

Jim Irving, author, sales thought-leader and co-founder at Practice Edge

Jim is a founding fellow of the ISP. He has worked in tech sales for 44 years, moving from selling to leading major US tech company operations in the UK/EMEA. For the last 15 years he has trained and supported start-ups. Jim has written three successful books on B2B Sales.

Venue / Location: The Club Room, Sway Bar, 61-65 Great Queens Street, Holborn, London WC2B 5BZ : The Emerging Professionals Network invites you to join them for their inaugural event celebrating the differentiation, development, and support of Salespeople at the early stages of their Sales career. This is a free live event.

Venue / Location

Sway Bar, 61-65 Great Queens Street, Holborn, London WC2B 5BZ

Recommended audience

Salespeople at the early stages of their sales career

Type of audience

UK and International

Summary

The Emerging Professionals Network invites you to join them for their inaugural event celebrating the differentiation, development, and support of salespeople at the early stages of their sales career. During this FREE event you will enjoy:

• A range of speakers on relevant topics, such as what makes a good sales person
• Networking with like-minded individuals at similar stages of their career
• Opportunity to find out more about the EPN, and ISP, and what it can do for your career

and we will buy you a drink while you enjoy the afternoon!

Hosted in a relaxed and friendly environment, you will be able to discuss opportunities and challenges and get advice from experienced salespeople and sales leaders acting as mentors. If you are not currently a member, you can get to know the network, and its members, to gain key connections for your sales career and differentiate yourself from the crowd. You can also join the Emerging Professionals Network at the event!

Agenda

Speakers / Topics

See Agenda and below

Sales Leader: Ryan O'Sullivan

SALES; Misrepresentation vs Reality: As a result of joining this session, attendees will learn more about what a career in sales is really about and what it offers, which will enable them to keep a well informed control of their career path and smash any glass ceiling in their mind that they thought was there.

How do you think it's received when you declare you're "in sales" when asked at a dinner party among an Accountant, a Project Manager - whatever that is - and a Digital Marketeer (he didn't say but we assumed from the ripped jeans and over sized t shirt...)? You don't tend to get a lot of engagement or you might even get some gentle jokes about door knocking / cold calling grannies / double glazing and so on...

Also in my early career, even in a corporate environment, I was actively dissuaded from going into sales, in a tone of almost disgust from lofty marketeers, data insight managers and even from above. All people who, let's face it, haven't the first clue what's involved and if they did most likely couldn't do it. I find quite broadly people tend to have no idea what it really means to be in sales, but like to talk strangely confidently as if they do which leads to misinformation and to my view an ingrained, sustained misrepresentation of the profession.

But I do know what sales is about and let me tell you, it's extremely impressive. And I want to talk unashamedly about that for a bit. Hope you enjoy!

This will (hopefully):

• Re-affirm your confidence, and pride, in your chosen career path.
• Arm you with foresight that could avoid your career being negatively influenced by ignorance.
• Raise your aspirations for yourself.

Ryan O'Sullivan, Director of HG UKI Ltd, Ecozone Ltd, and HG Export Markets (CEE, Nordics, MEA, APAC, NA)

Ryan finds himself, aged 32, at HG International Group as Director of HG UKI Ltd, Ecozone Ltd, and HG Export Markets (CEE, Nordics, MEA, APAC, NA). Starting out Ryan experienced supply chain, procurement, marketing before arriving in a sales position at blue-chip, Henkel. This triggered a rapid development culminating in becoming the youngest Sales Director in the company's modern history, aged 28, a role in which he had huge success before making the move to HG.

Andy Hough, CEO and Founder, Institute of Sales Professionals

Andy Hough was Founder and CEO of the Association of Professional Sales (now the Institute of Sales Professionals) which, over eight years, grew into the world's only independent professional body focused on parity for professional sellers, providing learners and members with qualifications, certifications, forums and best practices. Prior to that Andy spent over 25 years in individual sales roles before developing his career into sales leadership across financial services and technology sectors, including companies such as Lloyds, Barclays, GE Capital and concluding as Vice President Sales EMC (Now Dell | EMC).

Having travelled the world in sales roles, Andy has enjoyed a wide range of sales experiences and seen some excellent best practices in companies and met some wonderful people.

Patrick Joiner, MD of the 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.

Nigel Risner, inspirational speaker and peak performance coach

The only motivational speaker in Europe to have been awarded Speaker of the Year from The Academy for Chief Executives, The Executive Committee and Footdown, Nigel is a respected author, television presenter and a prolific speaker. He speaks with authority: his own life having veered perilously away from comfortable norms at times. He has learned that positive results can come from negative experiences, and that we often learn best from situations which are unfamiliar and even uncomfortable.

See full details about Nigel here

CPD Points - 3

Mercuri will facilitate a webinar where organizations committed to salesforce development explain their choices and engage in conversation about the risks and rewards of their decisions.

Recommended audience

TBC

Type of audience

UK and International

Description

Faced with the choice of free training and qualified staff or, buying commercial training, why do some organizations continue to pay twice for no measurable performance uplift?

Mercuri will facilitate a webinar where organizations committed to salesforce development explain their choices and engage in conversation about the risks and rewards of their decisions.

If your company is faced with choices around the impact, cost, disruption and return of sales training, this conversation dives straight to the heart of the issue and provides challenging perspectives which will inform your future decisions.

Whether you choose to utilize apprenticeships, diplomas, commercial short programmes or, to do nothing at all, join us to hear an open debate on this critical topic.

Key takeaways

• A clear explanation and analysis of the business challenges around salesforce development and the consequences of dealing with or ignoring them.
• A comparison of the solution options available and their impact on sales people, sales results and the business at large.
• A chance to calibrate your company’s current choice against the decisions of other sales, LD and HR development leaders.

CPD Points

Two (when attending live) or one (watching the recording)

Presenter

Barry Hilton, subject matter expert on Level 4 Sales Apprenticeship

Thirty-three years of experience, twenty-two of those selling and leading client projects with Mercuri, has made Barry a sought after Subject Matter Expert in Sales. With over 2,000 days of delivery experience, he has worked in most sectors and on five continents conceptualising and managing sales growth programmes for clients. His current role focuses on distilling Mercuri's expertise into the ground breaking Sales Executive Level 4 Apprenticeship qualification. Through intimate knowledge of the standard and the EPA criteria, Mercuri has crafted the content around learner needs whilst maintaining focus on the commercial realties facing employers. Barry's perspectives on how best to utilise the massive opportunity offered by this qualification is much sought by both learning professionals and resource owners.

Panel Members To Follow

As a result of joining this event, the participant will better understand the critical nature of developing mental toughness to improve sales performance leading to more secure and sustainable sales results.

Recommended audience

This webinar is for all sales professionals

Type of audience

UK and International

Description

Fearless Selling - The Critical Role Mental Toughness Plays in Delivering Sales Outcomes!

Depending on which research we read, between 51% and 67% of salespeople fail to hit their sales target each year.

As there are few, if any, physical demands to be successful in sales, it means sales results are driven by the character, attitude and resilience of the salesperson and how they cope with the day-to-day challenges of operating in a high performance, competitive environment. In other words, their mental toughness.

Over the course of the last five webinars hosted by the Institute of Sales Professionals, mental toughness thought leader, Doug Strycharczyk, has shared information and research regarding each of the 4 C's of this key personality trait – challenge, confidence, control and commitment.

Nothing happens unless it first happens in the mind. So, in this session, the information of the previous webinars will be brought together and applied, specifically, to the sales situation to illustrate WHY developing mental toughness is critical to sales success and HOW to develop it to overcome sales barriers and raise sales performance.

The reality of our sales performance is demonstrated daily in our sales results. If they're not where they need to be, it's almost certain that the mental toughness of the salesperson is a key factor in driving those outcomes.

Key takeaways

Understanding

• Why it's essential to understand our own mental toughness profile to identify the barriers holding us back.
• How to measure our mental toughness and put in place solutions to improve sales performance.
• How to use key tools to deliver improved sales performance and results.

CPD Points

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

Presenters

John Tunstall, Sales Specialist & Doug Strycharczyk, CEO at AQR International

John Tunstall has more than 25 years sales experience selling high value, complex solutions to blue chip clients as well as building and developing international business partner networks, winning multiple sales awards, record level orders, turned around failing product sets and generated unprecedented levels of growth.

As a Sales specialist, John has worked in partnership with AQR International for many years exploring the links between mental toughness and sales activity. John is a Founding Fellow of the Institute of Sales Professionals.

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.

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.

As a result of joining this event the participant will learn the key ingredients of a winning culture that creates outstanding customer experiences. This will enable them to Create 'Delighted' and 'Devoted' customers who come back for more, spend more and tell other people too!

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 customer experiences.

Type of audience

UK and International

Description

Engage, Empower and Enable your people with an UBER Culture (and, no, it's nothing to do with taxis!): An interactive Webinar with Andy Hanselman

In a world of ever-increasing customer and employee expectations and choice, finding, attracting and keeping employees that 'deliver' for their customers is a real challenge for so many businesses today. So how do the winners do it?

In this webinar, business competitiveness expert Andy Hanselman, will show you they take a Dramatically and Demonstrably Different approach, and it's all about their 'culture'! These 3D Businesses establish a culture that engages, empowers and enables their people to 'deliver' outstanding customer experiences… consistently.

Andy's definition of culture is 'the way we do things around here' and, in this stimulating and practical session, he will show you how 3D Businesses creates what he calls an UBER Culture and will show you how they:

• Ensure that everyone Understands the expected behaviours and act consistently in line with those behaviours.
• Build systems and processes to positively reinforce and enhance the culture and behaviours they want.
• Engage, Empower and Enable their people to deliver.
• Reward and Recognise them for doing so!.

Key takeaways

• Real examples of businesses that make it work for them to make positive impacts on their customers.
• 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 culture that creates competitive advantage for your business.

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 actually use back in the business immediately to improve their competitiveness. By sharing 'real' examples that resonate with the audience and telling stories that they can all learn from, he works hard to offer practical, stimulating and fresh ideas, and no-nonsense 'stuff' people can actually use in their businesses immediately.

As a result of joining this event the participant will understand the importance of value realisation vs selling as well as what it takes to ensure that it happens in every project which will enable them to show tangible benefits to the wider stakeholders resulting into long term sustainable customer success.

Recommended audience

Sales Managers, Account Managers, Sales Representatives, Territory Managers, Sales/Commercial Engineers

Type of audience

UK and International

Description

"Value realisation is the effort that creates a quantifiable, tangible, and sustainable benefit that accrues to the wider stakeholders"

Making an effective sale is about making the effort to understand the customer challenges and needs, then fulfil these needs by offering Services and Products that create value to customers.

Selling is about convincing the client how the sale would create a quantifiable benefit. Sellers could make a spreadsheet showing the buyers that a change generate a 10% reduction in costs and be justified in calling it value creation. But when they can show business managers reducing spending, the finance team adjusting budgets, and the accounting team showing the reductions in the P&L, you have an outcome worthy of celebration.

Value realisation is about achieving and demonstrating the actual business value resulting from a deployment of a new or improved product, solution, or service.

In this session, we will cover more in depth the topic of selling vs value realisation and how sellers can achieve value realisation in every project. This goes through the Identification of Stakeholders, building a compelling story, quantifying the wider benefits, ensuring value maintenance during execution and raise the bar in communicating the outcomes and re-initiating the business engagement.

Key takeaways

• Value realisation-based engagement matters more than selling the value created to the buyers.
• Value realisation is the efforts that creates quantifiable and tangible benefits to the wider stakeholder’s group in a tangible way and have a long and lasting effects.
• Value realisation is about identifying the stakeholders, selling with a story, quantifying the wider benefits, ensuring value maintenance at execution, and expanding the reach of communication outcomes.

CPD Points

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

Presenter

Nourdine Boubekeur, Sales & Commercial Learning & Competency Manager at Schlumberger

Nourdine, Sales & Commercial Learning & Competency Manager at Schlumberger, East Hemisphere, spent his 22 years career in the Oil & Gas Industry. He held several positions in Operations, Management, Account Management, Business Development and Sales & Commercial across Europe, Africa, CIS and Asia.. Currently, he is overlooking Sales Training and Talent Development for east Hemisphere located in Kuala Lumpur,.

Nourdine holds an Engineering degree in Instrumentation from the Algerian Petroleum Institute and an MBA from Erasmus University NL

He is also a certified coach by the EMCC and a member of ISP.

Venue / Location: Resorts World Birmingham, Pendigo Way, Marston Green, Bickenhill B40 1PS : As a result of joining this event the participant will know how well their organisation is performing in the war for sales talent which will enable them to adjust the current approach to improve the process of finding, growing and retaining high-performing sales professionals.

Venue / Location

Resorts World Birmingham, Pendigo Way, Marston Green, Bickenhill B40 1PS

Recommended audience

Sales leaders, Resource owners, Managing Directors, HR Business Partners, L&D Professionals

Type of audience

UK and International

Description

With contributions from influential business leaders, the event will explore how organisations are keeping pace with the commercial 'speed of change'.

• Attracting, developing and retaining sales talent
• Flexible working best practice and motivating teams back to the office
• Directly comparing the attractiveness of government-funded sales qualifications and commercial training offers
• What compels organisations to choose a particular development approach for their salespeople
• Connecting with untapped talent resources and moving away from constantly fishing in the same pools

Key takeaways

Keeping a sharp focus on providing practical takeaways, provoking discussion within your organisation and motivating innovation, the event will spotlight the opportunities and risks of adopting a bold approach to 'norming' success in a turbulent business climate.

• A clear picture of the how innovative organisations are finding, nurturing and retaining talent
• An understanding of how to make your organisation more attractive to potential employees
• A comparison of sales apprenticeships and commercially purchased sales qualifications

CPD Points

ISP Members can log 4 CPD points after attending

Presenter

Barry Hilton, subject matter expert on Level 4 Sales Apprenticeship

Thirty-three years of experience, twenty-two of those selling and leading client projects with Mercuri, has made Barry a sought after Subject Matter Expert in Sales. With over 2,000 days of delivery experience, he has worked in most sectors and on five continents conceptualising and managing sales growth programmes for clients. His current role focuses on distilling Mercuri's expertise into the ground breaking Sales Executive Level 4 Apprenticeship qualification. Through intimate knowledge of the standard and the EPA criteria, Mercuri has crafted the content around learner needs whilst maintaining focus on the commercial realties facing employers. Barry's perspectives on how best to utilise the massive opportunity offered by this qualification is much sought by both learning professionals and resource owners.

Panel Members

Patrick Joiner, MD of the 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.

Amina Hussain, Founder and Director at SME Outsourcing

Amina is a multi-award-winning specialist in forensic accounting, taxation, and practice accounting. She is the founder and director of SME Outsourcing, an accountancy firm in Birmingham, and is the first British-Bangladeshi to become the Vice President of the Asian Business Chambers of Commerce in 34 years.

She has over 24 years of experience in accounting and finance previously working for KPMG in their Corporate Restructuring Department. Amina provides business advisory services locally and internationally and during the pandemic, she offered a voluntary service to all local businesses supporting them with claiming furlough and business loans and grants. Amina was named one of ten Leading Businesswomen of 2021 by the CIO Times International. She won the Signature Awards Businesswoman of the Year in 2019 and the British Bangladeshi Entrepreneur of the Year Award in 2020. As a mentor and coach, Amina guides young people on their future career paths in all business sectors. Amina is currently setting up an accounting academy to provide education, training, and qualifications to young people to gain employment opportunities.

Tony Elvin, General Manager at Touchwood Shopping Centre in Solihull

Tony has a rich and varied business background, spanning hospitality, leisure and now retail, working in and operating health clubs, bars, restaurants, family entertainment centres and hotels. He also runs his own events business, The Wine Events Company, hosting tastings, pop ups, collaborations and dinners across the region. Tony is an active ambassador for the region, President for the Solihull Chamber, Deputy Chair for Solihull BID, Board Member of the Midlands Retail and Hospitality Forum, Head Judge for the Midlands Food, Drink and Hospitality Awards, Birmingham Awards and the Midlands Education Awards, Board Member for Solihull Shopmobility and the Solihull Employment and Skills Board whilst also representing retail for the WMCA Economic Impact Group.

Mat Everitt, VP of EMEA Business Development at FIS Worldpay

Mat's LinkedIn profile describes him as Coach, Sales Scientist, Behaviouralist, Giant and embarrassing Dad. He is VP of EMEA Business Development for FIS Worldpay, responsible for a team tasked with winning new Enterprise customers for the world's largest payments company. FIS Worldpay are global leaders in online and face to face payments ecosystems.

As a result of joining this event the participant will know how to structure and deliver an online pitch or presentation which will enable them to deliver consistently well to a range of audiences.

Recommended audience

Sales professionals who are continually called on to pitch or present to clients online.

Type of audience

UK and international

Description

In the deep, dark murky waters of the Amazon Basin lives a fish…

This energetic, practical, and interactive masterclass is all about how to achieve consistent excellence in online presentations.

Using BBC presenter Norman Smith's well-structured video presentation as an example, the webinar will explore how to make the absolute best of ourselves in our virtual communications and make sure that we are coming across in an interesting and engaging way. Whether it is delivering the perfect sales pitch, engaging with an online audience in a webinar, or increasing presence in virtual meetings, this webinar will give lots of easy-to-use tips and techniques that will make an immediate impact.

We explore 3 key areas:

• Height, Light and Sight – how to speak to the camera
• Voice - vocal techniques to maintain interest and engagement
• Content - how to be clear, concise and relevant

Key takeaways

• Increase online presence
• Deliver clear and engaging content
• Become more confident and engaging when presenting

CPD Points

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

Presenters

Mike Kelly, Speech and Presentation Expert and Jonathan Bacon, Director at Speak The Speech

Mike Kelly has been a speech and presentation skills coach for 15 years. "I am in my element when working with groups or individuals who value great communication and want to improve theirs. When I witness the difference a few hours can make and the confidence it gives people, I feel blessed to be doing what I'm doing."

All Mike's workshops and webinars get people participating, engaging and sharing input about the life-affirming rewards of great communication.

Mike trained at the London Academy of Music and Dramatic Art (LAMDA) and alongside his coaching work has appeared in countless stage, TV and film productions including 'The Martian' with Matt Damon, 'Silent Witness' for the BBC, 'The Terror' for AMC……and a cameo with Daniel Craig and Kate Winslet in 'A Kid In King Arthur's Court', (a film you won’t hear Daniel or Kate talking too much about these days!)

"There are loads of wonderful transferable skills from my work in theatre and television and I love to see how they benefit people who are required to speak well under pressure, in those spotlight moments."

Mike has worked with the likes of the UN, HSBC, Baker, and McKenzie, F1, Team GB Olympians and the Department of International Trade.

Mike will be joined by Jonathan Bacon who trained as a classical actor and was a member of the RSC before creating Speak the Speech in 1998. The business has now grown into a global company that helps blue-chip organisations in all continents of the world. Jonathan loves communication and his energy and passion are infectious, meaning his courses are always fun and often life changing.

This is a free live event for members - please register to express your interest

Recommended audience

All sales professionals

Type of audience

UK and International

Summary

Speakers / Topics

CPD Points

CPD Points: 3