Overcoming the B2B Sales & Marketing Crisis; Walking Digital Corridors Safely and Effectively

Wednesday, 19th April 2023

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

  • How to create an inbound engine of new conversations – new territory and existing customer base
  • Increase visibility and build awareness across your target audience – at a fraction of the cost of traditional marketing
  • Talent acquisition – make you and your company the most attractive place to work
  • Earn trusted advisor status

CPD Points

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


Presenter

Alex Abbot 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.

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.


Stop Selling and Win more business

Thursday, 20th April 2023

9.00 am BST: Synopsis to follow

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.


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.


Do I need to know about change management to lead in sales?

Tuesday, 16th May 2023

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.


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 maintain momentum in the sales process to shorten the sale cycle

Thursday, 22nd June 2023

9.00 am BST: Synopsis to follow

Recommended audience

TBA


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.


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.