Learning When to let go and move on

Wednesday, 13th July 2022 | 09:00

As a result of joining this event the participant will learn valuable insights about the timing of deals, which will enable them to realise their short-term goals may be a barrier to future potential.

Recommended Audience

Sales professionals who have experienced loss of big deals or delays that have impacted their targets. Paying attention to the long-term vision and end results is equally as important as the short-term wins and losses.


Type of audience

UK and International


Description

Sometimes we get so focused on our immediate needs and short-term goals that we lose sight of the long-term opportunities. Join Damian as he shares a valuable and important example of when to let go and move on. Damian will also explore the psychology of letting go and moving on – even when it doesn’t feel right to do so. Corporate decisions made by large international clients can be devastating to your short-term targets, and we have to learn to let go of our emotional attachment to that deal. This enables you to remain focused on the long term vision and create deals from nowhere and also retain longer term opportunities.


CPD Points

Two (when attending live) or one (watching the recording)


Key takeaways

  • How to let go and move on from your emotional attachment to deals
  • How to remain focused on the long-term vision of the future
  • How to grow profitable revenue from aborted sales

Presenter

Damian Culhane, FF.ISP, CMgr, FCMI, Founder of Perceptions Coaching

Damian is a highly skilled international expert, engaging and enriching audiences across multiple topics with a wealth of valuable experience to share. His natural style is personable - building rapport rapidly with participants. He shares personal stories with humour, vulnerability and compassion, transferring valuable lessons and insights to teach transformational thinking in a powerful way.


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.


Creating a #Results-Driven Sales Culture

Tuesday, 19th July 2022 | 09:00

As a result of joining this event the participant will learn the importance of culture in the sales environment and how to create and reap the rewards from a #Results-Driven Culture

Recommended audience

  • New business Sales leaders and Account Directors
  • Any salesperson or account manager carrying a growth quota for 2022

Type of audience

UK and International


Description

When sales organisations don't get the results they seek, they typically resort to a sack full of action plans to try and put things right. Initiative overload combined with mounting pressure on individuals to close deals often when they are not ready to close! That prompts sellers to start the "blame game" - blaming everything and everybody as to why results aren't on track. It creates a toxic environment and results spiral downwards.

Culture is not some fluffy intangible concept - it's not about posters on the wall and messaging on a mouse-mat or dress-down Fridays. It's about how we think and act to achieve the business results we need.

On the session we will walk you through a process to create a positive #results-driven culture for sales organisations that creates a positive upward spiral!


Key takeaways

  • Learn how culture - how we think and act - drives business results, and instils accountability
  • Understand how culture is a process - not an event - and the key steps to successful implementation
  • Learn how to avoid knee jerk reactions when results don't go your way through cultural alignment

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.


Using coaching as a Sales Leadership Superpower : Sales Leader Round Table

Thursday, 21st July 2022 | 09:00

Due to the challenges faced through the pandemic to meet face to face, the physical capability of creating the environments will remain a challenge, consequently we have created a range of more intimate sessions to give Sales leaders and fellows the opportunity to discuss and share best practice with peers from other organisations.

Recommended audience

This round table is for Fellows and Sales Leaders


Type of audience

UK and International


Description

The Institute of Sales Professionals has always prided itself providing opportunities for people to form support networks, relationships built on mutual support and benefit, for progression in professional of sales leadership.

Due to the challenges faced through the pandemic to meet face to face, the physical capability of creating the environments will remain a challenge, consequently we have created a range of more intimate sessions to give Sales leaders and fellows the opportunity to discuss and share best practice with peers from other organisations.

Each session will have no more than 12 attendees and will be hosted by the ISP or a guest who will introduce, guide, and moderate the conversation to ensure fair engagement and contribution using Microsoft teams.

Come and join us, share your thoughts, challenges and meet other sales leaders and Fellows.


CPD Points

CPD Points: Two (when attending live)


Presenter

Justin Leigh, L.ISP, Managing Director at focus4growth

Justin, an ISP Leader, is is an accredited Executive Coach and the founder of Focus4growth Ltd. He’s the best-selling author of Inspire, Influence, Sell and has over 25 years’ experience in sales & leadership. Justin is an accomplished author, trainer, facilitator, adviser and consultant, helping organisations to develop high performance, high growth leaders and sales teams.


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


Six actionable steps to preparing financially quantified value propositions

Tuesday, 26th July 2022 | 09:00

As a result of attending this event you will know how to create advantage for your customers, which will enable you to minimise conversations about price and discounting.

Recommended audience

Senior sales professionals or anyone who is unsure about how to develop financially quantified value propositions that capture the attention of their customers.


Type of audience

UK and International


Description

This webinar is for anyone who is unsure about how to develop financially quantified value propositions that capture the attention of their customers.

According to McKinsey, only 5% of companies in the UK have financially-quantified value propositions. My own research indicates a much lower percentage. Indeed, my work with the European Institute of Purchasing in Geneva and with the buying directors who are invited to address suppliers at my Cranfield School of Management Key Account Management Best Practice Research Club confirm that only 1% of their suppliers have financially-proven value propositions and for those suppliers they are prepared to pay a premium of up to 25% to deal with them.

Any supplier who can quantify financially how they can help their customers grow their profits will always succeed, no matter how difficult the market conditions.

A lot of what constitutes value from a supplier is about helping the customer to avoid disadvantage, but, much more importantly, those suppliers who can demonstrate that they will create advantage for them will be respected and there will be fewer conversations about price.

This webinar is especially current in that it also gives practical advice about how to proceed with value propositions in difficult market conditions.


Key takeaways

  • You will learn how to prepare financially quantified value propositions
  • You will learn how to improve your customer’s profitability
  • You will learn how to deliver this value to your customers

CPD Points

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


Presenter

Malcolm H.B. McDonald MA(Oxon) MSc PhD DLitt DSc, FF.ISP
Emeritus Professor, Cranfield University School of Management

Until 2003, Malcolm was Professor of Marketing and Deputy Director of Cranfield University School of Management, with special responsibility for E-Business. He is a graduate in English Language and Literature from Oxford University, in Business Studies from Bradford University Management Centre, and has a PhD from Cranfield University. He also has a Doctorate from Bradford University and from the Plekhanov University of Economics in Moscow. He has extensive industrial experience, including a number of years as Marketing and Sales Director of Canada Dry. Until the end of 2012, he spent seven years as Chairman of Brand Finance plc.

He spends much of his time working with the operating boards of the world’s biggest multinational companies, such as IBM, Xerox, BP and the like, in most countries in the world, including Japan, USA, Europe, South America, ASEAN and Australasia.

He has written forty six books, including the best seller "Marketing Plans; how to prepare them; how to use them", which has sold over half a million copies worldwide. Hundreds of his papers have been published.

Apart from market segmentation, his current interests centre around the measurement of the financial impact of marketing expenditure and global best practice key account management. He is an Emeritus Professor at Cranfield and a Visiting Professor at Henley, Warwick, Aston and Bradford Business Schools.

In 2006 he was listed in the UK's Top Ten Business Consultants by the Times.

Email: m.mcdonald@cranfield.ac.uk


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.


Leadership in Sales (setting clear direction and getting out of the way!) : Sales Leader Round Table

Tuesday, 4th October 2022 | 09:00

Due to the challenges faced through the pandemic to meet face to face, the physical capability of creating the environments will remain a challenge, consequently we have created a range of more intimate sessions to give Sales leaders and fellows the opportunity to discuss and share best practice with peers from other organisations.

Recommended audience

This round table is for Fellows and Sales Leaders


Type of audience

UK and International


Description

The Institute of Sales Professionals has always prided itself providing opportunities for people to form support networks, relationships built on mutual support and benefit, for progression in professional of sales leadership.

Due to the challenges faced through the pandemic to meet face to face, the physical capability of creating the environments will remain a challenge, consequently we have created a range of more intimate sessions to give Sales leaders and fellows the opportunity to discuss and share best practice with peers from other organisations.

Each session will have no more than 12 attendees and will be hosted by the ISP or a guest who will introduce, guide, and moderate the conversation to ensure fair engagement and contribution using Microsoft teams.

Come and join us, share your thoughts, challenges and meet other sales leaders and Fellows.


CPD Points

CPD Points: Two (when attending live)


Presenter

Justin Leigh, Managing Director at focus4growth

Justin, an ISP Leader, is is an accredited Executive Coach and the founder of Focus4growth Ltd. He’s the best-selling author of Inspire, Influence, Sell and has over 25 years’ experience in sales & leadership. Justin is an accomplished author, trainer, facilitator, adviser and consultant, helping organisations to develop high performance, high growth leaders and sales teams.


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 7 CPD points after attending