Upcoming Events

2.00 pm BST: As a result of attending this event you will learn how to deliver stellar sales results year after year, which will enable you to achieve sustainable sales success.

Recommended audience

• Account Managers
• Sales Managers
• Sales Directors
• Entrepreneurs and business owners who are involved in sales activities and/or sales strategies for their company

Type of audience

UK and International

Description

Which business owner or sales person doesn’t want to achieve sales success that's sustainable? Yet all too often success in sales is seen as a one-off, an unexpected outcome, or, even worse, it’s built on shoddy foundations. Hit-and-miss sales results create uncertainty within a business, stunting growth and making it difficult to attract and retain top talent. With a particular focus on account management, in this session we'll discuss the power of principles in achieving sustainable success in sales; we'll explore the central role of the principle of stewardship in achieving stellar sales results year after year; and we’ll outline how to put stewardship into practice in serving your customers better to achieve sustainable success for your business.

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Key takeaways

• The power of principles in achieving sustainable success in sales.
• The importance of good stewardship in achieving consistent sales success.
• How to put the principle of stewardship into practice to achieve sustainable success in sales.

CPD Points

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

Presenter

Tom English, Strategic Account Manager at Gale (part of Cengage Learning)

Tom English is a Strategic Account Manager for Gale, part of Cengage Learning where he has revolutionised the approach to sales throughout EMEA and beyond, achieving unprecedented consistency in his sales results through applying time-tested principles. Tom is also the founder of 3 Stewardships Ltd, which is dedicated to empowering individuals to achieve their unique version of sustainable success.

9.00 am BST: 
As a result of joining this event the participant will know what the best organisations do to win, which will enable them to adopt the same approaches and win more.

Recommended audience

Sales directors, sales operations and salespeople

Type of audience

UK and International

Description

The written proposals you submit to clients form an essential part of their decision-making; yet proposal development is often an overlooked aspect of the sales process.

So how do your company's bid capabilities compare to best practice, and to industry averages?

In this session, to help understand what the most successful teams are doing, we will be reviewing answers from more than 1,000 organisations worldwide. They have completed Strategic Proposals' award-winning, 100-question Proposal Benchmarker™ assessment tool and we will draw on 100,000-plus data points to see what influences their win-rates and cost of sale.

Do join us for this insightful and interactive webinar and take away some practical tips to help improve your selling strategies.

See here for relating report.

Key takeaways

• The direct link between proposal maturity and win-rates.
• Top-12 tactics to improve your bid capabilities.
• Contacts who are specialists in the bid space and offer the ability to win more.

CPD Points

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

Presenter

Jon Williams FF.ISP, Managing Director, Strategic Proposals

Jon Williams is the UK managing director of award-winning consultancy Strategic Proposals. He holds the unique status of being a fellow of the ISP, Association of Proposal Management Professionals and the Royal Society of Arts. In more than 20 years in proposals, he has worked with sales organisations in over 30 countries, helping them to radically improve their win-rates. Jon is recognised as a passionate presenter about all things proposals!

9.00 am BST: As a result of joining this event your will learn how to develop winning public sector bids to boost your sales.

Recommended audience

Sales leaders and managers who want to expand their market to include more public sector business and want to understand the role of bids and tenders

Type of audience

UK and International

Description

Selling goods or services to the public sector has a reputation for being something of a mystery, but understanding how to bid for work can unlock the UK's biggest single market where your competitors have yet to go.

Matt Spencer has spent many years working in the private sector winning contracts with public sector clients. In this webinar he will explain the best ways to keep tendering clear, simple and successful, as well as how to find selling opportunities and the best time to bid for work.

Matt will help beginners understand the basics, and the more experienced to review what they could they do better to qualify an opportunity, bid professionally, improve win chances and prevent wasted time and effort. Most importantly this session will help you support colleagues and the wider business to produce high-quality tenders.

Key takeaways

• An understanding of public sector tenders and frameworks.
• How to uncover sales opportunities with public sector clients.
• The basics of submitting a winning tender.

CPD Points

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

Presenter

Matthew Spencer F.ISP, Managing Director at Govsell Services Limited

Matt Spencer is managing director of Govsell Services Limited and a fellow of the Institute of Sales Professionals. He has worked in business-to-business selling for more than 35 years and for the last 20 years has focused on selling into the public sector. Most recently he headed the public sector sales team at Telefonica O2. Matt has directed sales teams which have successfully bid for critical national contracts through to mobile connectivity. He has led bid teams, managed bids and written many winning bids during his career.

9.00 am BST: As a result of joining this event the participant will know the key ingredients of outstanding customer experiences which will enable them to significantly improve the customer experiences that they and their business delivers, and improve customer retention, referrals and recommendations.
 

Recommended audience

Anyone who leads a customer-facing team, or has a customer-facing role. (Yes, even the accounts department.) Anyone who wants to make a difference in their business when it comes to creating outstanding customer experiences.

Type of audience

UK and International

Description

Are your customers' expectations getting ever higher? Do they want more for less? Is loyalty much harder to maintain? In most market sectors, customers have huge choice and an abundance of suppliers and the result is businesses have to fight harder and harder to attract, win and keep their customers.

The evidence shows that organisations which deliver consistently outstanding customer experiences are the ones that get ahead and stay ahead of their competitors.

So, how do they do it? Business expert Andy Hanselman will highlight how these businesses take a Dramatically and Demonstrably Different, or 3D approach. They don’t just meet customer expectations - they exceed them and create delighted customers!

Andy will highlight how, in these truly customer-focused 3D Businesses, customer delight is an integral part of their competitive advantage and how it can be part of yours too.

Key takeaways

Insights into how 3D Businesses create outstanding customer experiences, and how you can too. A chance to identify:

• The barriers to outstanding customer experiences in your business and how to remove them.
• The six ingredients of customer delight and how to make them work for you.
• The steps you need to provide consistently outstanding customer experiences.

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.

2.00 pm BST: As a result of joining this event the participant will understand why they should discard dead leads earlier in the sales cycle and refocus on higher potential opportunities to avoid wasted time and effort.

Recommended audience

Sales managers, account managers, sales representatives, product portfolio managers, sales and commercial engineers, business managers, customer-facing management

Type of audience

UK and International

Description

Improve your sales pipeline and team effectiveness by concentrating on the leads which will generate true value.

Not every sales lead is created equal, and because of that many sales organisations and salespeople chase leads that have low or no potential to make money. Often, they discover this after wasting a lot of time and effort.

In this session, we will start with an overview of the sales funnel and the importance of managing it. Then we will cover, in more depth, the main criteria or signs used to identify low potential or dead leads, and the importance of prioritising efforts as early as possible.

Discarding leads too early can be problematic too, with the risk of missing out on business, so we will also explore strategies and tactics to revitalise leads that have been identified as low potential, enabling you to work on them, or walk away with confidence that a sale will not happen.

Key takeaways

• Understanding the different ways to identify low potential or dead leads as early as possible in the sales cycle to avoid wasting time and energy.
• Knowing which tactics and strategies to consider before deciding that a lead has no chance of bringing in revenue. This is to make sure a lead is not discarded prematurely because leads may have different types of residual value.
• Realising that overall sales performance depends on the ability to identify worthless leads as early as possible and allow salespeople to refocus their efforts on pursuing better opportunities. This should bring with it: improved quality of wins, higher customer satisfaction, better return on sales investment and higher motivation of salespeople.

CPD Points

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

Presenter

Nourdine Boubekeur A.ISP, Sales & Commercial Learning & Competency Manager at Schlumberger

Nourdine Boubekeur has spent 23 years in the oil and gas industry in operations, management, account management, business development and sales and commercial, across Europe, Africa, CIS and Asia. Currently, he leads sales training and talent development for the eastern hemisphere, in Kuala Lumpur.

Nourdine has an engineering degree in instrumentation from the Algerian Petroleum Institute, an MBA from Erasmus University, Netherlands, and a certificate in strategic and advanced negotiations from INSEAD business school, Singapore. He is also a certified coach by the EMCC (European Mentoring and Coaching Council) and an active member of the Institute of Sales Professionals.

9.00 am BST:As a result of joining this event the participant will know how to communicate effectively with a prospect or customer which will enable them to build a strong and lasting commercial relationship.

Recommended audience

sales people, account managers, sales managers/directors, customer care, internal sales teams

Type of audience

UK and International

Description

Building trust with your customers is crucial in any commercial relationship as it forms the foundation for long-term success. Trust is the currency that fosters loyalty, customer satisfaction, and ultimately drives business growth. When customers trust a company they are more likely to engage in repeat purchases, recommend the brand to others, and be forgiving of any occasional mistakes.

In this webinar you will learn the key principles, together with some actionable takeaways, to help develop strong relationships with prospects and clients, leading to long-term commercial partnerships founded on trust.

Key takeaways

• How to build strong rapport.
• Effective communication to build trust.
• The elements of trust.

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 more than 35 years of national and international commercial, sales, and people-leadership experience.

Martin has worked with some of the world's biggest companies in international fleet management, vehicle leasing and financing. As a chief operations officer, he achieved business growth by building high-performing teams. Martin is a strategic thinker who delivers results by empowering, coaching and supporting others to accomplish their career objectives and personal goals.