Upcoming Events

2.00 pm BST: As a result of joining this event the participant will know the key ingredients of effective marketing which will enable them to focus their efforts and resources to find, attract and keep the customers they want and maximise their profits. 

Recommended audience

Anyone who has a role in finding, attracting and keeping customers and anyone who wants their business to stand out from the competition.

Type of audience

UK and International

Description

Businesses that succeed in crowded, fast-moving markets take a Dramatically and Demonstrably Different - or 3D approach - to their marketing.

In this session, Andy, a business competitiveness expert, will show that successful 3D Businesses stand out from the crowd by challenging the status quo and disrupting their marketplaces. He will offer compelling ideas to give businesses a competitive edge in key areas, setting out a proactive approach to find, attract and keep valued customers and maximise profitability.

In this informative and practical session, Andy will provide:

• Examples of 3D Businesses that are doing things that get customers talking about them, telling others and coming back for more.
• Insights into how these businesses stand out from the crowd by establishing a Dramatic Difference in their chosen markets and ensuring everyone understands their role in Demonstrating that Difference and how other organisations can do it too.
• Proven processes to take a proactive approach to maximise marketing efforts and resources in the areas that count.

Key takeaways

• Insights into how 3D Businesses make their marketing work and how you can too.
• What you could and should do differently so someone buys from you.
• A clear understanding of what customers want and how to focus and maximise your marketing efforts and resources.

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 and has built a strong reputation for his down-to-earth approach offering advice that people can use back in their businesses immediately to improve their competitiveness. By sharing real examples which resonate with the audience, and telling stories they can learn from, he works hard to offer practical, stimulating and fresh ideas.

9.00 am BST: As a result of joining this event, the participant will understand the basics of mental toughness which will enable them to perform at a higher level for longer, enjoy better wellbeing and feel more in control of their role.

Recommended audience

All sales professionals

Type of audience

UK and International

Description

Mental toughness in sales - Is this your superpower?
How to succeed in a world where rejection and failure can be the norm.

Selling is all about performance. Salespeople face pressures and challenges everyday so they need resilience to deal with rejection and failure, and positivity to see and seize opportunity where others see threat.

Mental toughness describes the invisible mental approach every person adopts in everything they do. It is a major factor in performance, wellbeing and aspiration which are essential qualities for salespeople giving them the psychological edge to cope with the ups and downs that are part of their job.

Developing resilience and positivity, which together make up our mental toughness, can give a sense of self worth, purpose and determination and confidence to face what arises and, importantly, to be optimistic about what lies ahead.

Key takeaways

Understanding

• What mental toughness really is, and why it is relevant for performance and wellbeing.
• Why developing mental toughness is critical to sales performance, sales agility and wellbeing, especially at stressful and challenging times in the sales cycle.
• Why it is so important to understand our mental toughness profile, how to go about optimising this key personality trait and why this is your superpower.

CPD Points

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

Presenter

Doug Strycharczyk, CEO at AQR International

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.

9.00 am BST: As a result of joining this event, the participant will have a good understanding of the role of sales manager and the skills and behaviours to be successful.

Recommended audience

• Anyone aspiring to become a sales manager / leader
• Newly appointed sales managers / leaders
• Established sales managers / leaders who want to improve or refresh their skill set
• Business owners looking to appoint a sales manager

Type of audience

UK and International

Description

Too often, good salespeople are promoted to sales management or leadership positions without the necessary training and coaching, and, as you might expect, it doesn't usually end well.

Being good at what you do and keen to take on a new challenge is just the first step on the road to sales management. The new job will demand skills and competencies that still need to be developed. For instance, many people who become sales managers have no experience of supervising and coaching others and are uncertain how to achieve success.

In this webinar we will share our experience, suggestions, and ideas to help you become a skilful and effective manager, whether you are looking for promotion or are already working in a senior role and need to refresh or enhance your knowledge and skills.

Key takeaways

• An understanding of the key competencies and behaviours to be a successful manager.
• How to prepare for a new role in sales management.
• The habits of highly successful sales leaders.

CPD Points

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

Presenters

Nick Banyard, FF.ISP, Co-founder of It's All In The Mind

Co-founder of It's All In The Mind, Nick Banyard has a 40-year record of success in sales and sales leadership and has held most positions in the sales hierarchy. He has experience in country manager and sales director roles at management board level where he recruited, led and trained, employed and self-employed sales teams.

Simon de Ferrer, Co-founder of It's All In The Mind

Co-founder of It’s All In The Mind, Simon de Ferrer has over 30 years' experience in international sales, relationship management and leadership. Previously, in his role with an international wealth management business, Simon led a team of 10 wealth managers to £1 billion in assets and £7.2 million in annual revenues in 3 years.

9.00 am BST: As a result of joining this event the participant will know how to better manage their customer sales process which will enable them to speed up the sales cycle to increase sales growth.

Recommended audience

Sales professionals, key account managers, business development managers and sales managers

Type of audience

UK and International

Description

In this webinar, we are looking at how to speed up the sales cycle and accelerate growth at the right pace for both buyer and seller.

We are delighted to be joined by experienced business leader and executive coach Justin Leigh who helps organisations tackle this challenge by establishing strong partnerships with their customers, and focusing on using a proven sales process to create clarity and commitment for the customer and the salesperson.

Justin will offer practical advice to engage customers and keep them committed to progress. He will also discuss the psychology, skills and systems of the world’s best sales teams to maintain momentum in the sales process and how this has helped them achieve market-leading growth while forging long-term loyal business relationships.

Key takeaways

• Understanding the main challenges of the sales cycle
• Knowing the importance that the sales process plays in maintaining customer momentum
• Practical ideas to engage customers and keep them committed to progress
• Changes that sales teams can make to speed up the sales cycle, and the impact of those changes to growth

CPD Points

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

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 is 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 is invited to speak for many business organisations including the Institute of Sales Professionals and the Institute of Directors. He's on a mission to show sales leaders and teams how to achieve market-leading sales growth and make a more positive impact in the world.

9.00 am BST: As a result of joining this event your will know how to translate a customer question into a proper brief which will enable you to win the work and charge what you're worth.

Recommended audience

Sales and business directors in consulting, creative services, agencies and solo consultants

Type of audience

UK and International

Description

How to get on to the radar of clients, extract briefs, translate them into winning proposals and get paid what you are worth.

Key takeaways

• How to focus your efforts to win business.
• How to identify and ignore tyre kickers.
• How to deal with client procurement.

CPD Points

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

Presenter

Costas Papaikonomou, co-founder of Happen Group

Costas Papaikonomou is one of the founders of Happen Group, a creative innovation agency that sold more than £80m worth of consulting services in 12 years to happy clients, and then sold the business to Accenture.

Since 1996, Costas has worked across the globe in many areas of innovation, from strategy to design, from commercialization to manufacturing. He has continuously pursued the balance between technology, consumer need and business relevance, driving for the innovative leap to achieve all three. He earned his Master of Science in Industrial Design Engineering degree with a perfect score at the University of Delft, the Netherlands. Before starting Happen, Costas worked as consumer product designer and engineering manager, picking up several pan-European design and engineering awards on the way.

9.00 am BST: As a result of joining this event the participant will know how to use different ways of presenting information which will enable them to communicate their ideas more effectively. 

Recommended audience

Sales teams, sales managers, bid managers and customer-success teams

Type of audience

UK and International

Description

Increasingly, artificial intelligence (AI) will help to make your goods or services shine, creating impressive promotional content - videos, pictures, words, short pitches and engaging presentations - based on criteria specified by you. Unfortunately, AI will be doing the same for your competitors.

It is also inevitable that customers respond differently to how and what you sell, so it is important to use a range of styles, ideas and methods.

That means you have to be aware of the possibilities and the pitfalls, be familiar with traditional and digital selling and marketing techniques and know which messages to use, and how and when to use them.

In this presentation, we will be reviewing your options on this, helping you to present your ideas and propositions in the best way possible so they support your customers to achieve their goals, and by extension yours. This has always been the key to good selling.

What options are there to make you stand out from the crowd in a world where creating credible content is easier than ever? We hope you can join us to find out.

Key takeaways

• An overview of the different communication styles.
• Ideas of how to differentiate their formal communication with customers.
• An awareness of some of the tools available to support best practice.

CPD Points

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

Presenters

John Toal FF.ISP, Director, Telleo Partners

John is a highly experienced business development director with invaluable experience from every aspect of the technology sector. As a senior business leader working for multinational companies and UK-based technology scale-ups, John works with sales and marketing teams to ensure they achieve their business ambitions.

Tim Misson, Director, Sales Engine

Tim is a commercially focused and technically knowledgeable business development specialist with more than 20 years' experience in various senior sales enablement roles, including six years as managing director of his own lead generation company. Tim brings process, structure, and a keen interest in technology to drive sales innovation with customers.

9.00 am BST: The key to being more successful is to stop selling to the customer and get them to buy from you instead! Today’s session will give you some insights into how to achieve that!

Recommended audience

All sales professionals

Type of audience

UK and International

Description

I am clearly stating the obvious when I say that salespeople need to win business to succeed in their job! But as we all know it is not quite as simple as that!

Even when we have been given a sales title a target and a territory it doesn't just happen, and sometimes the more we try to "sell" the less successful we are.

The key to being more successful is to stop selling to the customer and get them to buy from you instead! Today’s session will give you some insights into how to achieve that!

Key takeaways

• Understanding the buyer’s mindset.
• The four key reasons buyers buy!
• The two key questions to ask to avoid just selling!

CPD Points

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

Presenter

Andy Buchanan F.ISP, CEO & Founder of Future Consulting Ltd

Andy is a sales strategist and sales coach with over 37 years of experience as a salesman and Global sales leader. He helps companies expand and grow by ensuring their senior leaders and sales teams have a clear sales strategy and are fully equipped through coaching and training to succeed.

Companies Andy has worked at as Sales and Global sales leader include IBM,GE, Business Objects/SAP, Netiq, Polycom and Modality Systems.

9.00 am BST: After joining this webinar, you will understand how to draw on your hidden energy levels to improve your productivity and results.

Recommended audience

Salespeople who want to improve their energy levels, sales leaders who want to access their sales team's discretionary effort, sales enablement specialists who want to support their sales teams in smarter ways.

Type of audience

UK and International

Description

Our motivation is the reason we do things. It guides us to act and follow directions, but motivation is more than just a thought. When we are highly motivated we have lots of energy. When this is focused properly it helps us to get things done. Equally, when we feel energy ebbing away from us we say we are unmotivated, making it hard to focus and accomplish even simple tasks.

As salespeople we need to be as motivated as possible, but it is up to us to choose how much energy we use. Is that just enough to get us through the day, or can we turn up the dial to improve the way we work and get better results?

In this webinar, you will understand the barriers which are restricting your motivation, recognise your own unique motivators and learn strategies to be able to access your hidden energy.

Key takeaways

• Understand what motivation really is and why most reward and recognition schemes are not motivational for everybody.
• An understanding of what drives us as individuals.
• Key strategies we can use to access hidden energy for better results.

CPD Points

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

Presenter

David Mason FF.ISP, founder of The Sales Managers' Academy

David Mason, founder of The Sales Managers’ Academy has an impressive record in strategic sales and commercial leadership. He has worked extensively in new business development, account development and has led sales teams both as a director and a business unit leader. David is a founding fellow of the Institute of Sales Professionals and a fellow of the Learning and Performance Institute.

9.00 am BST: As a result of joining this event your will know how to re-energise your sales strategy and team which will enable you to find, win, retain and delight more clients. 

Recommended audience

Senior salespeople, sales director and directors

Type of audience

UK and International

Description

We live and work in a constantly evolving world, with businesses and customers changing the way we buy, sell and shop. In this webinar, you will hear how a bank supplier missed a major opportunity through their own assumptions, how a speaker uncovered a blind spot in his offering with his clients, and what you can learn about referrals from a legal firm who learned to see more of their clients’ perspective. This presentation will help you to recognise and understand these changes and look at the ways your business might embrace opportunities for growth, new markets and innovation.

Key takeaways

• Understanding how your clients have changed and how your organisation can adapt to these changes.
• Creating real client focus through a series of lenses – learning from others’ successes and challenges.
• Exploring changes in clients’ behaviour through the sales and business development cycle and how you maximise you return from existing and new clients.

CPD Points

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

Presenter

Nevil Tynemouth, founding director of New Results

Nevil is the founding director of New Results, a business that helps professional services organisations improve their selling and business development activities.

Nevil was involved in launching two of the UK's most familiar brands - Dyson and BlackBerry. He has worked as part of the management team of FTSE100 companies for more than a decade and in sales for 25 years. Nevil launched a significant coaching programme for BT helping them to win business customers across the globe.

9.00 am BST: As a result of joining this event the participant will know how to structure a sale in a customer-focused manner, involving the client in the sales process and creating better value for both the buyer and the seller.

Recommended audience

All sales leaders and sales professionals who understand the importance of building good business relationships with their clients

Type of audience

UK and International

Description

Are you a salesperson or a consultant? Is there a difference? And what is the benefit of selling by adopting a consultative partnership with your clients?

In this session we will be looking at some basic principles that will allow you to sell in a more consultative way where your customers work with you as a key partner in the process.

During this webinar we will consider:

• What is consultative selling?
• What are the benefits of a consultative sales approach?
• How to build the right relationships to strengthen your social capital.
• The importance of being client-focused while retaining your commercial edge.
• The skills involved in consultative selling.

This presentation aims to help you build good business relationships with clients so you can generate more value for them and more revenue for your organisation.

Key takeaways

• An understanding of consultative selling and its benefits.
• How to engage your client to be part of the sales process.
• How to be client centric, but still focus on revenue.

CPD Points

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

Presenter

Adrian Blount FF.ISP, Growth Partner at Azets

Adrian Blount has nearly 40 years' experience of sales and sales management in professional services where each sale is often a bespoke range of services. Adrian specialises in consultative selling where strong relationships with clients are fundamental to the process.

Currently he is head of sales excellence at the accountants Azets and is responsible for developing sales processes in partnership with fee-earners in the business.