Connecting in the virtual world - how to remain human when presenting on-line

Wednesday, 9th November 2022 | 09:00

As a result of joining this event the participant will know how to successfully share content with clients online which will enable them to maximise their chances of winning. 

Recommended audience

All sales professionals


Type of audience

UK and International


Description

Now that the pandemic is over, it is clear that many of our client interactions will remain virtual and in this new normal it is imperative that we prepare to ensure our on-line interactions are every bit as impactful as our face-to-face ones.

This webinar will take us though some of the techniques that will enable you to ensure a human connection when formally presenting to clients. We will look at presenting basics and how to align them with the virtual world along with hints and tips on how to improve your performance.

You may think 'I'm great at meeting and presenting to clients' but it is amazing how many times we witness experienced sales professionals who do not understand the basics of presenting to a camera and what they can do to maximise their impact.

"There's a way to do it better - find it." - Thomas A. Edison


Key takeaways

  • The ability to maximise connection with your audience
  • A reminder of the basics of presenting and how to apply these to a virtual environment
  • Hints and tips on how to ensure maximum impact on camera

CPD Points

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


Presenter

Peter Avery, Bid Director & Pursuit Coach at EY

Peter Avery is an experienced sales, pre-sales and pursuit professional who has led and managed teams closing complex B2B deals largely in the IT and Telecoms sector for over 30 years.

Peter has taken this experience and now works at EY coaching senior leaders on how to improve their sales performance.


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.


National Sales Conference (NSC) - Partner event

Thursday, 10th November 2022 | 08:30

We are delighted to partner with the National Sales Conference, Europe's leading Personal and Professional Development event for leadership, sales, revenue and customer success professionals, providing the opportunity to be empowered and inspired by presentations from some of the world's leading internationally renowned speakers and experts.

ISP Members discount


Speaker information

https://www.nsconference.co.uk/update/#speakers


Why should you attend?

  • Proven Soft Skills to Develop you/your Team and Win More Business
  • Increase sales effectiveness and revenue
  • Improve motivation, profit margins and productivity
  • Recognition and reward sales success
  • Retain key personnel and attract new talent
  • CPD Accredited Content proven for Revenue Leaders, Sales Teams and Customer Success Professionals

Who will be there

  • CEOs, Sales Directors, Heads of Sales and Sales Managers
  • Sales Enablement, Head of Talent, HR and LandD Professionals
  • Sales Teams, Account Managers, BDMs, SDRs and Inside Sales
  • CMOs, Marketing Managers and Customer Success Managers

How to book

Visit https://www.nsconference.co.uk and enter 'ISP20' to save 20% off individual and group packages.


Top 5 Reasons to attend the National Sales Conference:

  • NETWORK with your industry peers and colleagues
  • LEARN from world's leading experts in leadership, sales, revenue and customer success
  • DISCOVER new methods to improve sales techniques customer engagement
  • MOTIVATE your team to be more focused and effective
  • SECURE your ticket with 20% discount by entering ISP20

CPD Points

ISP Members can log up to 6 CPD points after attending


Driving Up the Value of Your Products and Solutions One conversation at a Time

Friday, 18th November 2022 | 09:00

As a result of joining this event the participant will know how to construct impactful sales questions which will enable them to position the value of their product or solution and close more opportunities.

Recommended audience

  • All sales professionals
  • Anyone who is discussing value with customer and prospects
  • Sales and Customer Success Leaders

Type of audience

UK and International


Description

For most sales teams, truly differentiating their company and products is a major challenge.

In this webinar, PJ Nisbet of ValueSelling Associates, will explain a simple process to enable sales people to position the real value of their products and solutions using the remarkable ValueSelling Framework®

He will highlight the six fundamental principles of sales and demonstrate how they can be used to structure effective sales conversations.

PJ will elaborate on the ValuePrompter®, a simple conversational guide, which covers every component of a successful sales conversation. He will explain how to construct a series of well-crafted questions to differentiate and highlight real value to your prospects and clients.


Key takeaways

  • Understand how to articulate the value of your product or solution.
  • How to win in a competitive situation when you are losing the deal.
  • How top sales people practically apply the ValueSelling process.

CPD Points

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


Presenter

PJ Nisbet FF.ISP, Managing Director of ValueSelling

PJ Nisbet is the Managing Director of ValueSelling in EMEA and has worked in sales performance improvement training and consultancy for the last ten years. During this time, he has trained more than 8000 sales professionals in over 35 countries. He is a Founding Fellow of the Institute of Sales Professionals (ISP) and plays an active role in the London Chapter of the Inside Sales Association (AA-ISP).

ValueSelling Associates, a leading global sales training company, offers a practical methodology for selling on value, not price. The ValueSelling Framework® is a proven formula that simplifies the complex B2B sale, and the Vortex Prospecting™ programme provides a repeatable process that increases connections and conversations to the revenue pipeline. Once trained on the ValueSelling method, organisations grow revenue and increase productivity. Since 1991, thousands of professionals around the world have chosen ValueSelling Associates for customised training, reinforcement and consulting to drive sales results.


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.


Sales and business development in a volatile world

Wednesday, 23rd November 2022 | 09:00

As a result of joining this event the participant will know how to identify their own real marketplace and internal challenges which will enable them to engage their suppliers, teams and customers to grow their sales and thrive in a volatile world.

Recommended audience

This webinar is ideal for sales leaders, sales and business development directors


Type of audience

UK and International


Description

The volatile world of the last 3 years has changed the way we work, with both businesses and customers changing the way we buy, sell and shop. This session will help you to recognise and understand these changes, and help your business spot new opportunities for change, growth, and innovation. We will help you see the changing relationships that exist within sales and help you have a renewed, refocused conversation with your own sales team. In short, this session will better equip you and your sales team to delight your clients in a changing world.


Key takeaways

  • Exploring how your clients' needs have changed and how your organisation can adapt to these changes.
  • Looking at the changing relationships organisations have with their sales teams (and what is shaping your sales team behaviours).
  • Creating consumer focus through a series of lenses - learning from others successes and challenges.

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 in Dyson and BlackBerry. He has worked as part of FTSE100 companies management teams for over a decade and in sales for 25 years.


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.


21st Century Prospecting

Wednesday, 30th November 2022 | 09:00

As a result of joining this event, the participant will know how to adapt to a digitally transformed buyer behaviour and a means of building a strong, robust pipeline during any economic condition. This will enable them to execute a powerful prospecting plan that leverages the right technology, maximises warm lead opportunities and sets up a predictable number of viable sales appointments.

Recommended audience

Sales leaders, business owners, managing directors, internal and field-based sales and business development professionals who want to develop their prospecting and lead generation skills in a multi-channel world.


Type of audience

UK and International


Description

If you have big ambitions for 2023, join us for this special, free educational webinar for business owners, sales managers, and driven sales professionals who are ready to take action on their goals.

We are hearing about a lot of concerns in the marketplace today broken supply chain, staffing, diminishing budgets, and the economy. For the most part, topics which we have little direct control over. One popular issue that is addressable and will have a huge impact on your success is prospecting – adapting to the digital transformation caused by the pandemic and a means of building a strong, robust pipeline during any economic conditions.

21st Century Prospecting shows sales professional how to execute a powerful prospecting plan that leverages the right technology, maximises warm lead opportunities, and sets up a predictable number of viable sales appointments.


Key takeaways

  • What's changed in prospecting and filling funnels over the past 18 months, what to do about it and planning that's needed now to have a full funnel in 2023.
  • How the email and LinkedIn landscapes have changed and what not to do.
  • Where to find hidden sales opportunities next year.

CPD Points

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


Presenter

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

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


Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact membershipservices@the-isp.org for more information.


Forget CRM, Think MCR! Maximise Your Customer Relationships!

Tuesday, 6th December 2022 | 09:00

As a result of joining this event the participant will know the key ingredients of Maximised Customer Relationships which will enable them to spot, create and maximise opportunities, repeat business, referrals and recommendations from the customers they want!

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 building relationships with customers.


Type of audience

UK and International


Description

An interactive Webinar with Andy Hanselman

Are you getting the best from your existing customers? Do you get the get the levels of repeat business, referrals and recommendations you want? Are your efforts focused on the right customers? Do your people actually know who they are? Research shows that many businesses are missing out on opportunities and sales with their existing customers. Why? Often, because they're being very passive in their approach, they're just reactive and 'taking orders' or they're ignoring them because they're too busy chasing new ones!

In this webinar, business competitiveness expert Andy Hanselman, will show you how winning businesses take a Dramatically and Demonstrably Different approach. He’ll encourage you to 'Forget CRM and Think MCR!'. That means 'Maximising your Customer Relationships!'

He'll highlight how they proactively develop relationships that 'give the best to, and get the best from the customers, they want'. It's definitely not about the 'heavy sell' or being 'pushy' but taking a proactive approach to spotting and creating new opportunities with them.

Andy will share proven tools and techniques to help you:

  • Identify who your 'Best' customers are, and find out what they think, what they want (and what they don't).
  • Create 'dialogue, not diatribes' and tailor the experience specifically to individual customers to help 'lock them in'.
  • Spot, develop and maximise opportunities, repeat business, recommendations, referrals and your relationships!

Key takeaways

  • Real examples of businesses that make it MCR work for them to maximise their efforts and their profits.
  • 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 approach to Maximising your Customer Relationships.

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.


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.


Core trends in Sales

Tuesday, 13th December 2022 | 09:00

This subject matter expert panel discussion will provide updates and insights on changes in sales approaches, sales analytics, and technology since the pandemic and current geopolitical climate.

Recommended audience

TBA


Type of audience

UK and International


Description

This subject matter expert panel discussion will provide updates and insights on changes in sales approaches, sales analytics, and technology since the pandemic and current geopolitical climate.


CPD Points

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


Panelists

Gio Bottelli, Director of CX Strategy at Oracle

Gio is a Strategy and Sales Enablement Director in the EMEA CX Mid-market team, with a background in creating and leading Digital Transformation initiatives, across various B2B-B2C industries. He enjoys helping clients and partners harness complexity and achieving long term success results for their businesses.


Kerry Nutley: Senior Strategy Director for Western Europe at Oracle

Kerry Nutley is the Western Europe Senior Strategy Director for Sales and all SaaS solutions at Oracle. Kerry works with business leaders, influencers and consultants to define and understand the future of work. Her focus is helping organisations optimise the customer and employee experience whilst saving time and reducing cost through the power of digital.

She has a passion for bringing leaders together to discuss topical trends, challenges and to learn from each other.

Prior to joining Oracle, Kerry was Sales Transformation VP and an HRVP for BT Global Services and Consulting Manager at Deloitte. Her career has focused on delivering complex digital and behavioural change, and she has a proven capability of doing this across different business functions including HR, Sales and Operations.

Kerry is a globally published author on 'How to lead through M&A using 20 easy insights'. Previously elected as the Head Judge for the Institute of Sales Management BESMA awards and voted one of HR's Most Influential Thinkers in 2021 by HR Magazine. She also co-chairs Oracle's Neurodiversity Network and leads Oracle's Parents of Dyslexia Community. Outside of work she is an enthusiastic Apiarist.

Today, she combines this knowledge and experience to head Corporate Visions' training team. In that role, Catherine leads an expanding team of global consultants as they coach clients to find and tell their best story.


Ric Dudley, Sales Advisory Director UK, Baringa


Steve Lindsey, Managing Director, National Sales Conference


Alex Love, Managing Director, Enigen


Alex Barder, Mid-Market Sales Development Manager Western Europe, Oracle


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.