Understanding the buying process and drivers in complex deals

Thursday, 1st September 2022 | 09:00

As a result of joining this event the participant will know how better to approach complex, high-value opportunities which will enable them to sell more, more often and quicker.

Recommended audience

All who are engaged in selling complex products, solutions and services to medium/large customers. Or who want to be!


Type of audience

UK and International


Description

Jim's first Webinar for the ISP covered research and the discovery process; the second one looked at gaining more from proposals and presentations. This third session will cover 'the difficult middle part' of the complex sale journey.

Once engaged: How do you REALLY understand the organisation? How do you know who will be involved in the decision? What are the metrics buyers typically use to decide? How can you understand and then influence individuals?

Jim has extensive experience in complex multi-million £ deals, has a great network within the world of procurement and is an advocate of best practice in sales. All these combined will be reflected in the content of this session, where you will learn some principles of procurement, a mix of old and new tips for you to adopt in your career, steps and actions to avoid in the process and powerful ways to differentiate yourself from the crowd.

Jim has personally closed individual deals worth more than £10m and partnerships delivering in excess of £100m. He has won and lost. He has lived this world of the complex deal…


Key takeaways

  • How decisions are made.
  • Who gets involved (typically the 'Decision Making Unit - DMU').
  • How to navigate the complex and political sale.

CPD Points

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


Presenter

Jim Irving FF.ISP

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. He has written 3 successful books on B2B Sales.


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 better prepare to enter the discovery phase.


Attracting, engaging and retaining talent: Live Sales Leader Round Table

Wednesday, 7th September 2022 | 08:30

During the pandemic, we held these Sales Leader Round Tables via Microsoft Teams. We are now moving to hold these face-to-face (live) and this is the first one. There will be a maximum of 12 attendees at each event where 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


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.


Selecting & Assessing your Talent using Behavioural Profiling, Competency Assessment & Role Play

Thursday, 8th September 2022 | 09:00

As a result of joining this event the participant will learn how to use behavioural profiling, competency-based assessments and role play exercises to select the right people as a base for further development

Recommended audience

  • New business Sales leaders and Account Directors
  • Sales & Account Management Professionals

Type of audience

UK and International


Description

As a Sales Leader, I believed that the selection and development of the best people to work as part of my team was the key to my own and the Organisation's success.

As human beings we are all influenced by unconscious bias when we recruit. Neuroscientists tell us one of strongest is called affinity bias - the fact that we all like people who are like us, so we recruit in our own self image rather than what is the best blend for the business! The cost of poor selection is prohibitive once we take into account recruitment costs, training and development and pipeline build up before sales flow.

Behavioural profiling combined with a competency-based interview based and role plays to test out key skills is a perfect combination according to the CIPD. Relying on a CV style interview just won't provide the insights you need!


Key takeaways

  • Learn how to sideline unconscious bias in making selection decisions for sales and account managers
  • Using Behavioural profiling as part of a selection process will help target questions to uncover development needs in candidates to get the best recruits
  • Understand how behavioural profiling, combined with competency-based interviews and role plays, can provide the perfect base for a tailor-made development programme after selection

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 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.


Topic to follow shortly 13/9/22

Tuesday, 13th September 2022 | 09:00

Synopsis to follow

Recommended audience

TBC


Type of audience

UK and International


Description

TBC


Key takeaways

  • TBC
  • TBC
  • TBC

CPD Points

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


Presenter

TBC

TBC


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.


Client Experience Management: The low cost, high impact differentiator

Wednesday, 14th September 2022 | 09:00

This short session looks at how we deliver the Client Experience that makes clients extensions of the marketing department by turning them into raving fans.

Recommended audience

TBC


Type of audience

UK and International


Description

There are many discussions in marketing departments about how to differentiate an organisation to make them competitive. Things like sector focus, competitive pricing, regional knowledge have been used for decades and are, of course, very important elements to get right. Research tells us that an organisation's reputation is a vital component when it comes to decisions around buying so it is inevitable that ensuring that our reputation is one that is creating opportunities.

This short session looks at how we deliver the Client Experience that makes clients extensions of the marketing department by turning them into raving fans.

Leaning on research into what customers want from their providers we will share what the best companies are doing and offer practical ideas and suggestions as to how you can create more opportunities from both new and existing clients.


Key takeaways

  • TBC
  • TBC
  • TBC

CPD Points

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


Presenter

Gary Williams, FF.ISP

Gary is founder and CEO of Questas Consulting a training and coaching consultancy. “Our purpose is to help reluctant or unnatural salespeople develop skills and confidence in the area of sales and client relationship management." After an early career in sales and sales management he moved into training and coaching in 2004 and started Questas in 2011. “We focus on professional and engineering services companies and often work with technical experts who need to sell but would rather not!”


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.


Northern Ireland Sales Summit 2022 Q4

Wednesday, 14th September 2022 | 10:00

For details and how to book for this live partner event taking place in Northern Ireland, click on the button below

Recommended audience

Sales professionals working in the B2B sales/marketing/Business Development space


Type of audience

Northern Ireland based Sales professionals


Full information - book here

Use the link HERE or copy and paste this full address to your browser: https://www.eventbrite.co.uk/e/northern-ireland-sales-summit-2022-tickets-228387100967


Description

The ISP and three individuals in Northern Ireland are at the early stage of setting up a sales community for the region. Those individuals have decided to take the initiative and deliver some great content specifically for Northern Ireland.

They have put their time and effort into this to kickstart a series of events aimed directly at improving professional, ethical sales skills in NI.

Please support this great initiative and come along to the event - it will make all the difference and help bootstrap the community. If you feel your colleagues and friends might like to attend, please contact Jim Irving on jim@meritconsulting.co.uk - he will be able to provide an incentive!

Costs? They have aimed to ensure that cost is not a barrier by just covering outgoings for the event. So, entry is just £95 per head for a full half-day which also includes parking, complimentary breakfast and networking lunch.

Please do support this – it could help you, and Northern Ireland more generally.


CPD Points

6 CPD Points: ISP Members to log their points after attending



The Imperative of Learning

Wednesday, 21st September 2022 | 09:00

As a result of joining this event the participant will know the importance of teams being learning-centred which will enable them to build a culture of performance development.

Recommended audience

  • Leaders seeking to develop the learning culture and performance development in the teams they lead.
  • Leaders curious about the key foundations for effective learning culture in teams.

Type of audience

UK and International


Description

In this webinar, Mark will examine the huge benefits that learning can bring to teams and their performance. Indeed he'll examine the consequences of becoming 'closed to learning'. He'll provide you with a framework to reflect on where your teams are now, and how to develop performance over time through learning. Mark will examine the common barriers that inhibit effective learning in teams, and provide practical, proven strategies to overcome them. If you've ever wondered how to develop performance of your team through learning, this session will help you to gain clarity on your next steps.


Key takeaways

  • Why building a learning culture is an imperative, rather than a nice to have.
  • The key barriers that inhibit effective learning in teams.
  • How to design learning, so that it actually develops performance.

CPD Points

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


Presenter

Mark Burns, Director at Plus One Learning Limited

Mark has a proven track record in supporting learning and performance development in organisations. Through his work, he has developed a deep understanding of the barriers to learning and how to overcome them. He was Gold award winner at Learning Performance Institute Learning Awards 2021 and co-authored The Learning Imperative winner at the Business Book Awards 2019.


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.


Half day conference - Making success the norm

Thursday, 22nd September 2022 | 09:00

Venue / Location: Resorts World Birmingham, Pendigo Way, Marston Green, Bickenhill B40 1PS : Register your interest for this live event at the Genting Hotel, Resorts World Birmingham

Venue / Location

map

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

Genting Hotel,
Resorts World Birmingham,
Pendigo Way,
Birmingham
B40 1PU

The Genting Hotel is situated within the Resorts World Arena shopping area, next to the Genting Arena and the NEC.

Parking is available on site, there is an outside car park with a 2 minute walk into the complex or a multi-story car park located within Resorts World, parking for the event is free, just ensure your pass is verified at the event.


Travelling by car:

Exit the M42 at Junction 6 and head for the large roundabout.
Take the fourth exit if you're travelling south, or the second exit if you're travelling north, onto South Way.
Take the second left turn onto Pendigo Way.
At the roundabout, take the second exit onto South Car Park Road.
Follow the road round and the hotel will be on your right.

Travelling by Train:

Birmingham International Railway station is located just minutes from Resorts World, it is clearly signposted, you can enter Resorts World via the Lake entrance or main car park entrance opposite the Arena.


Recommended audience

  • L&D Professionals
  • HR Business Partners
  • Apprenticeship Managers
  • Sales Professionals
  • Recruitment Specialists
  • Business and Retail Managers

Agenda

  • 09.00 am: Arrival, breakfast and networking
  • 09.30 am: Introduction and focus of the conference
  • 09.35 am: Keynote session 1 + table discussion
  • 10.10 am: Keynote session 2 + table discussion
  • 10.30 am: Coffee and networking
  • 10.55 am: Keynote session 3 + table discussion
  • 11.30 am: Keynote session 4 + table discussion
  • 12.05 pm: Panel discussion Q & A
  • 12.30 pm: Close

Description

Multiple challenges are forcing many businesses into short-term, lowest-risk decision making. Some organizations are bucking this trend and recovering far quicker. The conference focuses on sharing their successes and best practice in finding, motivating, developing and retaining the best talent base across your team. Our expert panel is willing to share its successes and experiences. Whether you are responsible for finding, training, motivating, retaining or leading the talent pool which aims to put your organization back at the top of its market, you will gain ideas, insights and shortcuts from this deep dive into making success the norm in the contemporary business climate.


Key takeaways

  • How to win the War for Talent.
  • Best practice sharing for employee re-engagement, development and retention.
  • Clarity on what is best fit for your organization – commercial training, qualifications or apprenticeships.
  • Insights into current development trends.

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.


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.



How to perform consistently when the scoreboard breaks

Tuesday, 27th September 2022 | 09:00

As a result of joining this event, the participant will know how they can optimise their own performance, which will enable them to perform more consistently, and achieve greater results over time.

Recommended audience

Any sales professionals, irrespective of level or years experience; sales leaders, who head up teams/functions


Type of audience

UK and International


Description

Within any work environment (including sales), there are moments of total clarity, and others of significant ambiguity. Sales is a 'sport' that has a brightly lit scoreboard; at times, however, the scoreboard doesn't always reflect the performance. This session will demonstrate how sales professionals can increase the probability of sustainable high performance, even when the scoreboard breaks, and how sales leaders can support their teams in this.


Key takeaways

  • Taking charge of your process, which feeds your outcomes.
  • How you can develop your own performance over time.
  • Why self-care and high performance aren't mutually exclusive.

CPD Points

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


Presenter

Mark Adamoulas, Director of Coach Development at Coachup

Mark's background is in performance psychology, and he's worked in sectors ranging from fintechs, VC and PE, management consultancies, to Manchester United and Formula 1. He's coached people ranging from C-suite leaders, sales teams and portfolio directors, to Olympic gold medallists and world champions.


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)

Wednesday, 28th September 2022 | 09:00

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.