Upcoming Events

9.00 am BST: In this session, we will consider how using LSS can help you Define, Measure, Analyse, Improve and Control your sales processes to meet your goals.

Recommended audience

Sales Managers, Marketing Directors, and Sales Directors

Type of audience

UK and International

Description

In the sales function, we tend to talk about the "Sales Process" without considering that it is actually a process. Why is this?

One of the reasons may be that we are so focused on the end result, that we forget or do not have time to consider the efficiency and effectiveness of the sales process itself. In essence we don't consider it as a process.

Many companies use Lean and Six-Sigma (LSS) principles to improve their manufacturing or operational processes with excellent results, so why not sales?

In this session, we will consider how using LSS can help you Define, Measure, Analyse, Improve and Control your sales processes to meet your goals.

Key takeaways

• Understanding Sales as a process.
• How to Measure the efficiency of your Sales Process.
• Understand how Sales Processes can be improved.

CPD Points

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

Presenter

Andrew Wilcock BSc, MBA, AFHEA, FMM, FF.ISP, Lecturer, Trainer and Consultant, Lean 4 Sales Ltd

Andrew is an experienced International Sales & Marketing Lecturer, Trainer and Consultant who has lived and worked in the UK, Saudi Arabia, and the USA. He divides his time between helping companies improve the efficiency and effectiveness of their sales processes and lecturing in Sales Management and B2B Marketing at Post Graduate Level.

A USA and UK business education gives him a wide strategic perspective, with a BSc in Management (Marketing Major) from Franklin (Ohio), an MBA from the University of Leicester, (Dissertation on the use of Lean & Six Sigma in the Sales & Marketing Process), a Cranfield Fellowship in Manufacturing Management (Project on the use of TRiZ & TOC in Sales Pipeline Management), and a Postgraduate Diploma in Sales Management from Portsmouth University. He is a Founding Fellow of the Institute of Sales Professionals and an Associate Fellow of the Higher Education Academy.

9.00 am BST: As a result of joining this event, the participant will know about the impact of AI on the sales process, which will enable them to make decisions about integrating AI into their own organisations.

Recommended audience

Sales Directors, Sales Leaders, Business Development Professionals, Commercial Directors, Sales Enablement Teams and Operations Leads.

Type of audience

UK and International

Description

What the rise of AI in sales means for salespeople, their teams and sales processes.

AI is taking the world by storm in 2023. With the launch of ChatGPT and machine learning getting ever more sophisticated we want to consider this phenomenon from a sales and business development perspective. How can AI help us as salespeople to get more efficient, shorten sales cycles and remove unwanted administration? What are the risks and challenges to using AI effectively in our organisations? How do we all feel about AI from an ethical sales perspective? Join our engaging panel discussion to explore these questions and make a plan for integrating AI into your sales processes in 2023.

Key takeaways

• Awareness of the developments in AI and machine learning in 2023.
• Understanding of how AI can be applied to a sales process, system or team task management to improve efficiency.
• Clarity on the risks and benefits of adopting AI tools from a sales perspective.

CPD Points

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

Panel Lead

Corinne Thomas, L.ISP, Managing Director of Ethical Sales Ltd

Corinne Thomas is the Founder and Managing Director of Ethical Sales Ltd, an expert outbound sales and business development agency for purpose-driven businesses. With 25 years’ experience in sales at director level, Corinne has identified the need in modern-day business to humanise the b2b sales process. Alongside her team of skilled sales consultants, Corinne provides flexible, responsive b2b sales services to purpose-led businesses that are going for growth.

Panel Members

Sue Turner OBE, Founding Director, AI Governance Limited

Sue is dedicated to inspiring leaders to use AI with wisdom and integrity. An experienced Executive and Non-Executive Director, her career spans entrepreneurial private businesses and not-for-profits. She has led significant organisational growth, raised £27 million for charity, and collaborated to shift power to help people improve their prospects. She was awarded the OBE in 2021 for Services to Social Justice.

Guy Littlejohn, Founder of Facets Commercial Consultancy

Working with SMEs to develop their business commercially across sales, partnerships, marketing and client development, we believe that every company should have access to the highest standard of BD professionals, so our fractional embedded model fits that bill for our clients.

Dave Corlett, Business Director, Shaped By

Dave has spent the last fifteen years honing his expertise in winning new clients and growing accounts at independent creative agencies across the south of England. Currently he leads business development at Shaped By, a Bristol-based creative agency specialising in the tech sector.

9.00 am BST: As a result of joining this event the participant will know what it means to walk digital corridors effectively, which will enable them to drive consistent growth despite the macro and micro-economic challenges we face today.

Recommended audience

C-level business leaders / Sales & Marketing Leaders

Type of audience

UK and International

Description

Since 2010 we've known buyers would rather do research online and with colleagues than speak with a seller. Fast forward to 2023 and 72% of buyers prefer a rep free experience. Cold calling is the number 1 reason a buyer will not buy from a seller. Cold emailing is the fifth most cited reason and annoying ads the seventh most popular reason a buyer won’t buy from a company. Vendor websites and blogs are no longer believed by buyers who would rather make up their own mind by having a free trial or ask their trusted network their thoughts about solution providers to their biggest problems. The data doesn’t lie. Buyers do not want to speak with sellers, making our job, the job of prospecting and sales more difficult than ever.

There is a global skill shortage across our industry which is sales and marketing folk do not know how to walk digital corridors safely and effectively. Social selling is selling on social and social marketing is marketing on social. It's not possible to analog sell on social. A different skill is required, one that is less about selling and more about developing your personal brand, creating compelling content that shows you're an authentic human being and also an expert at what you do - encourage your audience to walk towards YOU!

Key takeaways

• Learn how to create a steady flow of new business conversations, every week.
• Learn how to improve your call progression rate.
• Build relationships at scale using the power of social media and digital networking platforms.
• Learn how to earn trusted advisor status quickly, before your prospect is in purchase mode.

CPD Points

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

Presenter

Alex Abbott F.ISP, Founder, Supero

Alex, a sales veteran of 30 years, 23 of which in B2B sales across three continents. His proudest career moments are:

1. Building a region from scratch to 40 people, $22M ARR, $5M in professional services and maintaining a 90% customer retention rate.
   
2. Transforming the sales approach across his team of 43 (37 reps & 6 leaders) from a product led sales approach to a value-based approach, quadrupling the AOV.

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: As a result of joining this event the participant will know ideas of how to motivate salespeople which will enable them to design incentive schemes.

Recommended audience

Sales managers, senior management

Type of audience

UK and International

Description

Sales commission is not the best way to motivate salespeople.

Throughout a 20-year sales and sales management career I have never received or paid a sales commission. This has taken some strong courage of my convictions in the face of management, candidates and employees saying that it is essential and assuring me that sales cannot improve without it.

This session will look at the pros and cons of sales commission, the alternative ways to motivate a sales team and hopefully give you the courage to defy an industry standard pay structure, with the aim of creating more loyal, more motivated and more independent salespeople.

Key takeaways

• Pros and cons of commission-based incentives for salespeople.
• Why it makes sense to motivate salespeople without commission.
• How to motivate salespeople without commission.

CPD Points

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

Presenter

Alastair Morris, Managing Director (UK), Accu

Alastair is UK Managing Director of Accu, a high-growth e-commerce business, selling precision components to engineers. His career in sales spans manufacturing SMEs and corporate giants. His teams have won national high growth awards, Queen's Awards for Enterprise and he was named 2019 Sheffield Businessperson of the Year.

9.00 am BST: As a result of joining this event the participant will know the importance of change management in sales which will enable them to gain access to the tools to help them learn and embed personal change management into their practice.

Recommended audience

Global sales leaders, managers, and sales members who aspire to grow. HR Managers, CEO's

Type of audience

UK and International

Description

In this session we ask the important question about change management and do you need to learn about it to be a leader in sales. Short answer is YES. Here we briefly uncover why you need to know this and then introduce to you a pioneering new book that provides definitions, models, and outlines the overarching support of why and how you can learn to incorporate personal change management into your sales practice. The personal change model SCARED SO WHAT will be critical to your practice and is now available in an application for individuals to learn and use. At the end, you’ll be provided a discount code to secure your copy of Transforming Sales Management.

Key takeaways

• The importance of learning change management and personal change
• New model SCARED SO WHAT is available for free for use
• How to access support to learn how to transform sales management

CPD Points

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

Presenter

Dr Grant Van Ulbrich FF.ISP, Global Director, Sales Transformation at Royal Caribbean Group

Grant Van Ulbrich holds a master's in science in leading sales transformation through the Consalia Sales Business School and is a Doctor of Professional Studies in Sales Transformation through Middlesex University. A certified sales coach with the ILM and a founding fellow of the ISP. Grant is the sales transformation leader at Royal Caribbean International and is the creator of SCARED SO WHAT, the model for personal change.

9.00 am BST: As a result of joining this event the participant will know more about sales apprenticeships which will enable them to solve their issues around accessing sufficient high calibre people for their sales teams

Recommended audience

Sales managers and leaders , L&D / HR managers

Type of audience

UK and International

Description

Can't get the right sales talent? Using sales apprenticeships to grow your own talent.

Many industries, including Sales, are finding it hard to recruit the high-quality people they need, and sales talent is no exception to that. The only reliable way to ensure your sales team can access the skills and abilities they need for the future, is to "grow your own". Many businesses feel they haven't got the time, money and resources to develop their sale talent pipeline themselves. BUT have you considered sales apprenticeships? Sales apprenticeships are a fully or majority Government funded option and are a great way to "grow your own" whilst not having to bear the costs and a total responsibility for delivering a development programme.

This session will give you all you need to know to access sales apprenticeships. What are they? How do they work? How long do they take? Are they flexible to meet my specific needs? How do the financials work? …All will be revealed.

Key takeaways

• An understanding of modern apprenticeships and why they're not just for manual trades.
• What they can do for your sales team.
• How to access them.

CPD Points

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

Presenter

Patricia Seabright FF.ISP, Speaking expert; Sales expert, author, at Archimedes Consulting

Patricia has a background in business with extensive experience across a range of clients from start-ups to global businesses, across multiple industry verticals and public-sector organisations. She works with businesses and individuals coaching and developing capabilities around selling influence, communication and speaking. She also sits on the Sales, Marketing and Procurement route panel for the Institute of Apprenticeships.

9.00am BST: As a result of joining this event the participant will know how to establish the role of trusted adviser, which will enable them to become embedded within their client's business.

Recommended audience

All sales professionals

Type of audience

UK and International

Description

It is a salesperson's utopia to be seen by their clients as a trusted adviser - playing an essential and crucial role within their client's business. This position is one that takes time and trust to establish, but once in place, it will lead to a long-term and mutually beneficial partnership. It will take the discussion away from price and cost while effectively keeping your competition at bay. The customer will also have a more enriched relationship with you as a product or service provider. In this session we will look at how the role can be established and maintained. We will also discuss how to maximise the impact of the position once established for both the salesperson and customer.

Key takeaways

• How to establish the role of trusted adviser.
• The importance of developing trust.
• The impact it will have on the sales process.

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 24 years' experience in the sales environment, Tim has developed vast knowledge of the sales process and customer behaviour. Tim has also been on the 'other side of the table' in a procurement role giving a unique insight into the relationship between salesperson and customer.

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

We'll look at the key challenges with sales cycles and review practical ideas to engage customers and keep them committed to progress.

Learn and understand the importance the sales process plays in maintaining customer momentum.

Look at the changes teams can make and the impact of those changes to growth in 2023.

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'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.