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<pubDate>Wed, 25 Sep 2024 13:00:00 GMT</pubDate>
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<pubDate>Thu, 23 May 2024 13:00:00 GMT</pubDate>
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<rss version="2.0" xmlns:atom="http://www.w3.org/2005/Atom"><channel><title>Community Calendar</title><link>https://members.the-isp.org/events/event_list.asp</link><description><![CDATA[Here you can find out about upcoming events and view photo galleries of past events. Some events may allow for online registration and the ticket purchase. Click the event name to view more details.]]></description><lastBuildDate>Tue, 21 May 2024 15:38:58 GMT</lastBuildDate><pubDate>Wed, 25 Sep 2024 13:00:00 GMT</pubDate><copyright>Copyright © 2024 Institute of Sales Professionals</copyright><atom:link href="http://members.the-isp.org/resource/rss/events.rss" rel="self" type="application/rss+xml"></atom:link><item><title>Shortening the length of the sales cycle</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1835033</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1835033</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, your will know how to shorten your sales cycle, which will enable you to increase your win rate.</pre><h2>Recommended audience</h2><p>sales managers, sales directors, heads of sales</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>Are you finding your clients too scared to take a risk or when selling on internally they are reaching a stakeholder decision stalemate?</p> <p> The decision-making team is expanding and gaining seniority, heightening the risk associated with purchasing new items for even the most bravest clients. Consequently, internal selling has become more challenging for clients, underscoring the importance of salespeople assisting them in navigating the process.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Map stakeholder risks and opportunities.</li> <li>Lead a discussion to identify and overcome roadblocks.</li> <li>Co-create a mutual close plan with your customer.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Raoul Monks, CEO, Flume Sales Training</b></p><p><a href="https://www.linkedin.com/in/raoulmonks/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Raoul_Monks.png" width="120px" class="uk-align-right uk-comment-avatar" />Raoul is the Founder and CEO of <a href="https://flumetraining.com/" target="_blank">Flume Sales Training</a> and a global thought leader on B2B sales. He cuts through the noise surrounding sales and simplifies complex research into actionable insights that are 100% focussed on driving revenue.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Tue, 21 May 2024 14:00:00 GMT</pubDate></item><item><title>Is the traditional sales funnel failing you? : Sales Leader Round Table</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1815379</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1815379</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will know how to change your current sales strategy, which will enable you to create a predictable flow of qualified pipeline in 2024.</pre><h2>Recommended audience</h2><p>B2B sales, customer success and marketing leadership </p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /> <h2>Description</h2><p>2021 saw the inflection point in B2B sales and marketing where pipeline creation was no longer predictable and, for those who can predict pipeline, it was no longer cost effective to leverage traditional models. It's time we re-think the once trusty sales funnel and, in a world of difference, we look at the sales funnel differently. In this roundtable we will discuss what's happened, the affect it has on our salespeople and what must be done to ensure salespeople find sales fun again, and we bring back predictable pipeline development to our businesses.</p> <hr /><h2>Key takeaways</h2> <ul> <li>Forward thinking about how to modernise your pipeline strategy.</li> <li>Explore how to adapt your current approach (without fall out).</li> <li>How to convince your peers things need to change.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) </p><hr /><h2>Presenter</h2> <p><b>Alex Abbott F.ISP, CEO and founder of Supero</b></p><p><a href="https://www.linkedin.com/in/b2bsales-alex/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Alex_Abbott.png" width="180px" class="uk-align-right uk-comment-avatar" />In his 31 years in sales, Alex has found that if you stay in control of your pipeline, your performance will take care of itself. He learned that a healthy pipeline is often the key to a healthy mind. Having a guide and a pipeline development methodology through-out his career has meant "I'm always in control of exceeding my number, as rep or leader!"</p> <hr /><div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information</p> </div>]]></description><pubDate>Thu, 23 May 2024 13:00:00 GMT</pubDate></item><item><title>How to appear like THE go to person in your industry!</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1851935</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1851935</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event the participant will gain an understanding of how they can shepherd their own brand and appearance online which will enable them to stand out as the go to person in their industry.</pre><h2>Recommended audience</h2><p>Salespeople (SDRs, account managers, new business), sales leaders, resales, marketing and c-suite</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>There are products, brands and people that seem to be the most obvious choice when you are thinking about buying something. Whether that's an iPhone, a Volkswagen, or Gary V these people and products seem to stand out. Perhaps they are better than their competitors or perhaps people just THINK they are better, whatever the situation they just seem more accessible, more attractive or more appropriate. They seem like the obvious choice.</p> <p> You can make yourself the obvious choice in the eyes of your client, your industry, even your boss by following some simple steps in how you behave, how you speak and how you interact in the digital world.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>An understanding of how you need to shepherd your own brand and appearance online.</li> <li>The importance of taking the skills you already have and digitising them. </li> <li>How being human and listening as well as speaking is your differentiator.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Adam Gray L.ISP, Co-Founder of DLA ignite</b></p><p><a href="https://www.linkedin.com/in/adamgray/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/aps__event_images/adam_gray_-_cropped.jpg" width="200px" class="uk-align-right uk-comment-avatar" />Adam Gray is co-founder of DLA Ignite the world's only strategic social media consultancy and training company. DLA Ignite has partner resellers in Europe, Australasia, North America and South America and is constantly developing new programmes to address market needs and changes in both the digital world and the business landscape. DLA Ignite have recently launched their ISP certificated training programme which gives people a recognised achievement certificate to add to their sales toolkit. The purpose of this training is to help businesses and the individuals within take control of their own digital presence and use it in the most effective way to create conversations and commercial interactions with the people they need to influence: customers, prospects, employees, potential recruits and their industry.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Tue, 4 Jun 2024 13:00:00 GMT</pubDate></item><item><title>Communication Intelligence for B2B sellers</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1835057</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1835057</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will know how to apply neuroscience principles to enhance your communication strategies, which will enable you to align your messaging with the way your clients' brains process information, leading to more effective and persuasive interactions.</pre><h2>Recommended audience</h2><p>B2B sellers</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>In this dynamic workshop designed for B2B sellers, participants will explore the nuances of mastering client communication within complex sales environments. We will delve into the common challenges sellers face in capturing and maintaining client interest, identifying key missteps often made in communication strategies.</p> <p>The session will provide actionable insights on crafting memorable meetings and the art of persuasion through an understanding of neuroscience. Learn how to align your communication techniques with the cognitive processes of your clients, ensuring your messages resonate deeply and effectively. Join us to enhance your skills and engage more successfully with your clients, using scientifically-backed strategies to work harmoniously with the human brain. This webinar promises to be an enlightening experience, empowering sellers with the knowledge to thrive in their client interactions.</p> <hr /><h2>Key takeaways</h2> <ul> <li><strong>Strategic Communication Techniques: </strong>Delegates will learn how to refine their communication strategies to avoid common pitfalls and use neuroscience principles to enhance client engagement. This includes tailoring messages to better suit the cognitive preferences of their audience, ensuring clearer and more impactful interactions.</li> <li><strong>Engaging Communication Mastery: </strong>Participants will master the art of making their communications engaging, learning to avoid critical pitfalls that lead to disinterest and disengagement. This includes understanding which approaches can detract from the effectiveness of their message and adopting strategies that captivate and hold the attention of their clients throughout the interaction.</li> <li><strong>Applied Neuroscience in Sales: </strong>Delegates will take away a fundamental understanding of how neuroscience can be applied to sales techniques. This knowledge will enable them to design communication and persuasion strategies that work with, rather than against, the natural cognitive functions of their clients, leading to more effective and successful sales interactions.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p>Shelley Walters, CEO and founder, The Sales Counsel</p><p><a href="https://www.linkedin.com/in/shelley-walters/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Shelley_Walters.jpeg" width="120px" class="uk-align-right uk-comment-avatar" />Shelley Walters, a renowned sales expert and international corporate speaker, brings over 15 years of B2B and B2C sales experience. Founder and CEO of The Sales Counsel, she pioneered a remote sales education platform in Africa. Having collaborated with giants like Coca-Cola and BMW, Walters champions the belief that individuals can transcend their backgrounds and self-doubts to achieve unparalleled success.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 6 Jun 2024 13:00:00 GMT</pubDate></item><item><title>The 'golden hour' of sales communication</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1835050</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1835050</guid><description><![CDATA[<pre><strong>9.00 - 9.30 am BST:</strong> As a result of joining this event, you’ll learn how you can completely change your sales results by really focusing on 5 key steps in your communication and treating every sales conversation as your 'golden hour'.</pre><h2>Recommended audience</h2><p>All sales professionals</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>Being a good communicator is fundamental to being a successful salesperson - that's an undeniable fact. However, that's not the whole story as effective communication is two-way - you've got to listen as much as you speak (more, in fact!) to really understand your buyer and their individual needs, challenges, motivators and more. So, to be more successful at selling, first you need to learn how to engage with your buyer and empathise with their challenges, then work out how to communicate effectively to manage sales conversations, identify and address potential obstacles, then make the switch to a controlled closing cycle.</p> <p>During this session, we’ll talk about the concept of treating every sales conversation as your 'golden hour' and how you can completely change your sales results by really focusing on 5 key steps in your communication. Firstly, we’ll concentrate on the preparation and set up of every conversation, learning how and when to <strong>press 'play'</strong>. Then, we’ll explore why it is so important to identify your buyers' <strong>pain points</strong>. Thirdly, we'll talk about the process of actively seeking out potential <strong>obstacles </strong>and understanding why that gives you an extra edge before you make <strong>the 'switch' </strong>to measured closing, our fourth step before we get to the final stage of <strong>controlling the closing cycle</strong>.</p> <p>When you put all these steps together, you create a simple structure for every sales conversation that will work in any situation.</p> <p>So, join us to learn more about the 'golden hour' and the key communication skills you need to successfully manage your sales conversations.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Learn 5 key steps that will help you to structure your sales conversations and give you the communication tools you need.</li> <li>Understand what your 'killer questions' need to be in order to identify your prospect’s pain points.</li> <li>Build a structure for every sales conversation, helping you to gather as much information as you need, then making 'the switch' to effectively close down your meeting.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: One (when attending live) or half a point (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Chris O'Riordan, Global sales leader and founder of Firestarter Business Solutions Limited</b></p><p><a href="https://www.linkedin.com/in/chrisoriordan/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/chris_o_riordan.jpeg" width="180px" class="uk-align-right uk-comment-avatar" />Chris O'Riordan is a specialist in sales excellence, organisational structure and design, wide-scale sales training and significant change management programmes born out of major large-scale international corporate leadership experience and significant hands-on involvement with hundreds of UK SME businesses.</p> <p> Since 2012, Chris has been the business leader of Firestarter Business Solutions, a UK based organisation working across a broad range of clients (major corporates and ambitious SMEs) to drive sales performance improvement, growth initiatives, change management, organisational development, operational efficiency and the removal of over-dependency on key individuals to deliver tangible sales results.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 12 Jun 2024 13:00:00 GMT</pubDate></item><item><title>AI and use of technology in sales</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1816040</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1816040</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong>As a result of joining this event, you will know more about AI tools, which will enable you to improve conversion rates, create more effective processes in sales.</pre><h2>Recommended audience</h2><p>Business owners, sales leaders, salespeople and account managers involved in B2C and B2B sales</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p><strong>AI and use of technology in sales - How to use Sales Technology as your Differentiating Factor</strong></p> <p>In this session, we delve into the transformative role of AI tools in sales strategies, how AI enhances sales processes, from lead generation to customer relationship management. Participants will learn about cutting-edge AI technologies and how these tools optimise sales funnels and improve conversion rates.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>How to get started with AI.</li> <li>How you can leverage AI right now in your sales process to help you sell more.</li> <li>Some important applications for AI tools.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Martin Hill (MICFM, MAFP), Managing Director, Sandler Training West Midlands</b></p><p><a href="https://www.linkedin.com/in/martin-a-hill/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Martin_Hill.jpg" width="180px" class="uk-align-right uk-comment-avatar" /> Martin is a Chartered Management Institute qualified commercial leader with more than 35 years of national and international commercial, sales, and people-leadership experience.</p> <p> 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.</p><p></p><hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information.</p></div>]]></description><pubDate>Tue, 18 Jun 2024 13:00:00 GMT</pubDate></item><item><title>That's My Style, Diagnostics and Leadership Styles</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1835054</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1835054</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will develop an understanding of leadership diagnostics and styles which will enable you to develop a high-performance sales team.</pre><h2>Recommended audience</h2><p>Business owners, sales directors, sales managers, L&D managers</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>This event provides sales leaders with the opportunity to explore how to use leadership diagnostics and styles to develop a high performance sales team.</p> <p>Designed for sales leaders who manage a team in a field or internal environment participants discover how to:</p> <ul> <li>Create a team analysis based on capability and commitment.</li> <li>Explore leadership styles and identify personal strengths and development priorities.</li> <li>Identify the leadership approach that will generate the best performance from each salesperson.</li> </ul> <hr /> <h2>Key takeaways</h2> <ul> <li>Leadership Styles: an understanding of personal strengths and development priorities.</li> <li>Which combination of leadership styles will generate the best performance from each member of the team.</li> <li>How to manage the salesperson’s journey from novice to expert.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Brett Lyons, Managing Director at TLSA International Ltd</b></p><p><a href="https://www.linkedin.com/in/brett-lyons-83212147/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Brett_Lyona.jpeg" width="200px" class="uk-align-right uk-comment-avatar" />Brett's career began in fmcg, progressing from territory sales to director roles. He then moved into sales consultancy and developed a respected team and completed UK and international assignments with clients that range from SMEs to corporates that includes names such as Casio, Phillips, Xerox, RBS and Fossil.</p> <p> Today Brett works with clients on business leadership, sales leadership, global and key account management projects.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 20 Jun 2024 13:00:00 GMT</pubDate></item><item><title>Unlocking potential: Sales enablement for early careers sales talent</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1859272</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1859272</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will understand the fundamental principles of sales enablement and how to effectively apply them to support the development and continued-success of early-career sales talent.</pre><h2>Recommended audience</h2><p>CEOs, Managing Directors, Sales Directors, Heads of Sales, Sales/SDR Managers, Chief Revenue Officers, Chief Markets Officers, Head of HR</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>This webinar will explore the fundamental principles of sales enablement and how they can be effectively applied to support the development and success of early career sales talent. From onboarding processes to ongoing training initiatives, this webinar will uncover key insights and best practices designed to equip early-career salespeople with the skills and frameworks needed to be immediately successful.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Understanding sales enablement.</li> <li>Sales enablement resources for early career salespeople.</li> <li>Practical implementation to empower your early career sales teams.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: One (when attending live) or half a point (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Ahamed Al-Khalifa, Academy Director, Furza</b></p><p><a href="https://www.linkedin.com/in/ahamed-al-khalifa-0b571596/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Ahamed_Al-Khalifa.png" width="200px" class="uk-align-right uk-comment-avatar" />Ahamed has 10+ years experience in SMB SaaS sales, before transitioning to building, scaling and coaching graduate early career sales teams for software and technology businesses. Ahamed's true passion lies in empowering young individuals with the essential skills needed to be successful in sales.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Tue, 25 Jun 2024 13:00:00 GMT</pubDate></item><item><title>Sales contract management - how to create value</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1860676</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1860676</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event the participant will know how a well written and negotiated contract will enable them to create value for all parties.</pre><h2>Recommended audience</h2><p>TBC</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p><strong>Sales contract management - how to create value (it's in the small print!)</strong></p> <p> It is often said that when contracts come out of the draw then something has gone wrong with the deal. Unfortunately, this is sometimes the case, but actually a well written and negotiated contract can underpin the maintenance and creation of value for all parties and should always be on the table.</p> <p> In this webinar we will look at how Account Managers should use the contract for best effect throughout the life of the contract. How to use Schedules during the negotiation and in-life to improve value without necessarily involving lawyers. Understanding the importance of change control and creating room for it in the first place. When are the inflexion points that offer the best opportunities to make contractual changes. And What do it if It all starts to go horribly wrong …..</p><hr /> <h2>Key takeaways</h2> <ul> <li>A simple way to 'read' a contract (and know what to focus on).</li> <li>The importance of understanding the context/domain you operate in.BC</li> <li>How Newton’s third law of motion should drive your thinking/approach.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenters</h2> <p><b>Matt Spencer F.ISP, Managing Director at Govsell Services Limited</b></p><p><a href="https://www.linkedin.com/in/matt-spencer-f-isp-102b6a7/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p> <p> <img alt="" src="https://members.the-isp.org/resource/resmgr/aps__event_images/matt_spencer_cropped.jpg" width="120px" class="uk-align-right uk-comment-avatar" />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.</p><hr /><p><b>Steve Grange, Commercial Director - NS&I B2B at Sopra Steria</b></p><p><a href="https://www.linkedin.com/in/steve-grange-ba2a4a3/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p> <p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Steve_Grange.png" width="120px" class="uk-align-right uk-comment-avatar" />Steve has a business studies degree; MBA and expert accreditation from WorldCC (IACCM), with 30+ years’ experience over a combination of pre- and post-signature contract/commercial management, as well as ‘policy and process’. His industry experience is in the areas of pharmaceuticals (pre-clinical toxicology), aerospace (civil and military), defence (networks and equipment), cyber security, telecommunications, consultancy (dispute resolution) and IT/business process outsourcing (currently with Sopra Steria).</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 26 Jun 2024 13:00:00 GMT</pubDate></item><item><title>Supercharge your first 90 day performance in a new sales role</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1857306</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1857306</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will know how to ensure your first 90 days are a launch pad for success, which will enable you to close more business faster and set yourself up for strong long term performance.</pre><h2>Recommended audience</h2><p>Sales professionals and managers</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p><strong>You never get your first 90 days in a new sales role back - don't waste them!</strong></p> <p> How to supercharge your performance in the first 90 days of your new sales role. Whether an internal move or starting at a new business, the first 90 days are critical for build momentum, creating a personal brand and delivering long term success.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Build pipeline quickly.</li> <li>Connect with the key players in the business.</li> <li>Create a great working relationship with your boss.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Presenter Gavin Kowalski, founder of METHOD ENGINE</b></p><p><a href="https://www.linkedin.com/in/ggkowalski/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Gavin_Kowalski.jpeg" width="200px" class="uk-align-right uk-comment-avatar" />Gavin is the founder of METHOD ENGINE, a dedicated sales training and coaching consultancy. Over his career, Gavin has built new sales functions from scratch and turned around underperforming sales teams, using a focus on creating value for customers, instilling a growth mindset, and building a coaching culture for his teams.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 27 Jun 2024 13:00:00 GMT</pubDate></item><item><title>Why you need to embrace two-faced strategies in the new era of buying</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1847455</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1847455</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will understand how the power of persuasion can amplify the influence and impact of customer focused teams, which will help you create strategies for overcoming communication challenges both internal and external.</pre><h2>Recommended audience</h2><p>All sales professionals</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p><strong>It pays for top salespeople to be two faced! Why you need to embrace two-faced strategies in the new era of buying</strong></p> <p>Join us for a bold discussion as we delve into the dynamic realm of modern sales strategies. Having collaborated with thousands of sales professionals, sales enablement teams, marketers, and sales leaders, we have witnessed remarkable successes, as well as huge skills gaps and opportunities for improvement.</p> <p>Drawing from this wealth of experience, we've uncovered universal truths applicable across diverse sales teams, industries, and roles. Join us in this session to explore these researched insights that offer valuable lessons for all.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Identifying common mistakes and misconceptions hindering sales professionals, both in their customer interactions and organisational approaches, including practical solutions for improvement.</li> <li>How the power of persuasion can amplify the influence and impact of customer-focused teams, bolstering overall sales efforts.</li> <li>Strategies for overcoming communication challenges, both internal and external, to effectively drive initiatives and make tangible progress.</li> <li>Unlock the secrets to successful selling in the modern landscape with our comprehensive exploration of these essential topics.</li></ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenters</h2> <p><b>Jo Derriman M.ISP, senior client director at Huthwaite International</b></p><p><a href="https://www.linkedin.com/in/jo-derriman-94585888/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Jo_Derriman.jpg" width="200px" class="uk-align-right uk-comment-avatar" />Jo has worked in sales and people development for over 17 years. In her role as Senior Client Director. Jo collaborates with clients to effectively explore, manage and implement new initiatives in Huthwaite commercial skills globally. To bring behaviour change at all levels within an organisation, Jo routinely liaises with C-level executives, going the extra mile and exceeding clients' expectations to ensure credible relationships. </p> <p> With her commercial acumen, she consistently drives long-term sustainable growth, exceeds sales targets and speaks as the voice of the customer to drive innovation within Huthwaite, now and in the future. Jo takes a holistic approach when engaging with C-suite and senior teams, utilising her training skills to facilitate top team events, conferences and product launches.</p> <p> As a commercially focussed consultant, Jo is able to respectfully challenge thinking from classroom learning to real-world application, with the aim that each interaction should add value and deliver improved business results for her clients. She has a natural facilitative style, and believes that audience engagement and participation, along with enjoyment and real-world application is paramount to the learning experience.</p><hr /><p><b>Robin Hoyle, head of learning innovation at Huthwaite International</b></p><p><a href="https://www.linkedin.com/in/robin-hoyle-398a4b23/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/robin_hoyle.jpg" width="200px" class="uk-align-right uk-comment-avatar" />Robin has spent almost three decades as a strategic L&D leader, trainer and consultant. As a writer and blogger he focuses on workforce development policies, learning strategies, tools and techniques. He has written two books, 'Informal Learning in Organizations: How to Create a Continuous Learning Culture' and 'Complete Training: From Recruitment to Retirement '.</p><p> Robin is a Fellow of the Learning and Performance Institute and the Chair of the World of Learning Conference. In his role as Head of Learning Innovation at Huthwaite International, he is exploring routes to enhancing the learning experience and the impact of all Huthwaite's sales, communication and negotiation training and learning interventions.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 3 Jul 2024 13:00:00 GMT</pubDate></item><item><title>Accelerating growth in the second half of 2024 : Sales Leader Round Table</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1861423</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1861423</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will know innovative strategies and proven best practices for revitalising your sales team, which will enable you to create momentum and accelerate growth in the second half of 2024.</pre><h2>Recommended audience</h2><p>Sales and Business Leaders</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /> <h2>Description</h2><p> <strong>"Sales Leaders Ignite: Accelerating Growth in the Second Half"</strong>, a dynamic round table discussion where sales leaders come together to share best practices for resetting and re-energising their teams in the second half of 2024.</p> <p> Through engaging conversations and collaborative exchanges, attendees will gain valuable insights on adapting sales strategies, leveraging technology, and motivating their teams for sustained growth. With a focus on innovation and resilience, this session aims to equip sales leaders with the tools, strategies, and inspiration needed to ignite momentum and drive success in the second half of the year.</p><hr /> <h2>Key takeaways</h2> <ul> <li><strong>Actionable Strategies: </strong>Attendees will gain practical insights and actionable strategies from fellow sales leaders on how to reset and re-energize their teams for growth in the second half of 2024.</li> <li><strong>Networking Opportunities: </strong>Participants will have the chance to network with industry peers, exchange ideas, and build valuable connections.</li> <li><strong>Inspiration and Motivation: </strong>Through engaging discussions and insights, attendees will leave the session feeling motivated and empowered to tackle the challenges of the coming months with renewed enthusiasm.</li> </ul><hr /> <h2>CPD Points</h2><p>CPD Points: Two (when attending live) </p><hr /><h2>Presenter</h2> <p><b> Justin Leigh L.ISP, Founder of Focus4Growth </b></p><p><a href=" https://www.linkedin.com/in/business-sales-acceleration/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/aps__event_images/justin_leigh.jpg" width="80px" class="uk-align-right uk-comment-avatar" /> Justin Leigh is the founder of Focus4Growth. A sales and leadership training company specialising in B2B markets. He is 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.</p><p> Justin has more than 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. </p><p> He is 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.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information</p> </div>]]></description><pubDate>Tue, 9 Jul 2024 13:00:00 GMT</pubDate></item><item><title>How to own arguments and master negotiations</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1853041</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1853041</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will know how to prepare and engage for tough conversations which will enable you to have clarity within your team and build a culture of safety.</pre><h2>Recommended audience</h2><p>Anybody who has direct reports and has noticed a tendency to avoid tough conversations.</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p> Do you dread those conversations with your direct reports when you know they either have a complaint you have to handle, or you have to have a tough conversation? Do you put them off, but they stay haunting you and causing you stress because you don't feel equipped to handle them constructively?</p> <p> If so, you are not alone!</p> <p> Come along to this webinar and find out in 3 simple steps on how to be a master at tough conversations.</p> <p> You may be surprised to find that it is less about knowing and doing and more about your intention and the underlying purpose before the event.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Understanding the impact of NOT having the conversation and how it is VITAL for them to have it and for your reputation.</li> <li>How to prepare and master yourself when preparing yourself for a tough conversation.</li> <li>How to navigate a fine line of empathy and directness that will get the best out of them and gain you credibility as a leader .</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Anise Frost, leadership coach and facilitator</b></p><p><a href="https://www.linkedin.com/in/anisefrost/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Anise_Frost.jpg" width="120px" class="uk-align-right uk-comment-avatar" />Anise Frost is a Leadership Coach and Facilitator specialising in communication, conflict resolution, and confidence. With a 20-year background as a communication specialist in education, she founded her own coaching and training company. Since its inception, she has coached hundreds of senior leaders to become effective communicators. Additionally, she collaborates with teams within organisations to refine and amplify the power of the collective.</p> <p> To find out more about Anise, please visit her website <a href="http://www.anisefrost.com" target="_blank">www.anisefrost.com</a> or email her at <a href="mailto:anisefrost@gmail.com">anisefrost@gmail.com</a> if you are interested in knowing how her services could serve you or your team on their journey of interpersonal communication.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 10 Jul 2024 13:00:00 GMT</pubDate></item><item><title>Elevate your sales game with a value-first LinkedIn profile</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1860693</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1860693</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, your will learn how to create compelling headlines, engaging summaries, and impactful content to showcase your expertise and value, making your LinkedIn profile a powerful tool in attracting potential customers.</pre><h2>Recommended audience</h2><ul> <li>B2B account managers (sales reps)</li> <li>B2B business development reps</li> <li>B2B sales development reps</li> <li>B2B inside sales reps</li> <li>B2B sales leaders</li> </ul><hr /><h2>Type of audience</h2><p>UK and International</p><ul> <li>B2B companies</li> <li>Enterprise companies</li> <li>Small to medium companies</li> <li>All industries</li> </ul><hr /><h2>Description</h2> <p> <strong>Unlocking Value: Elevate your sales game with a value-first LinkedIn profile</strong></p> <p> In today's competitive sales landscape, your LinkedIn profile is more than just a resume - it's your digital brand. Join us for an insightful webinar where you'll learn how to create a value-centric profile that establishes you as a thought leader and attracts potential customers.</p> <p> This session will dive into the art of crafting compelling headlines, engaging summaries, and impactful content that highlights your expertise and value proposition. We'll explore how to leverage LinkedIn's features to showcase your achievements and build a powerful professional network.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Profile optimization strategies to make your profile more discoverable, attractive, and meaningful to your buyers.</li> <li>How to leverage LinkedIn features to boost your profile.</li> <li>Identify the type of content that attracts buyers.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><b>Catherine Schalk L.ISP, Chief Thinking Officer, Inkwazi Kommunications</b></p><p><a href="https://www.linkedin.com/in/catherineschalk/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p><p> <img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Catherine_Schalk.jpg" width="120px" class="uk-align-right uk-comment-avatar" />Catherine is a seasoned professional with over two decades of experience in the fast-paced world of hi-tech sales. With an unwavering passion for sales, she has been a driving force behind more than 3000 sales enablement initiatives throughout her career and helped sales leaders built multi-million-dollar pipelines. Catherine has presided over prestigious events like The Women in Sales Awards (2014-2023), The Women in Construction & Engineering Awards (2018-2019), Annual Customer Conferences, and Company Investment Launches.</p> <p> Her journey in sales commenced in 1994 as a representative for Informix, South Africa, and has since taken her to industry giants like HP, CA Technologies, PeopleSoft, and Informatica. Today, Catherine spearheads her own comprehensive Sales Enablement Consultancy, collaborating with renowned companies such as VMware, Infoblox, Pagerduty, Showpad, Oracle, AVEVA, MYOB, NatWest, Royal Bank of Scotland, TCV, Ericsson, Clarivate, Discovery Health South Africa, and many others.</p> <p> Catherine's commitment extends beyond sales, as evidenced by her involvement with charities like The Ubuntu Mission, Tearfund, World Vision, Umojo Community Projects, Amavinkivonko, and more. Her mission is to not only excel in sales but also to contribute to making the world a better place.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Tue, 16 Jul 2024 13:00:00 GMT</pubDate></item><item><title>Crafting compelling, customer-specific, value propositions</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1801607</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1801607</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, you will learn how to craft compelling customer-specific value propositions for every important sales opportunity, enabling you to significantly shorten your closing cycles and dramatically increase your win rates.</pre><h2>Recommended audience</h2><p>B2B salespeople, managers and sales leaders</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /><h2>Description</h2> <p>This webinar is designed to appeal to B2B salespeople, managers and sales leaders - particularly those involved in lengthy, complex sales processes. If you are keen to learn how to deliver more effective sales proposals, this is a must-attend session.</p> <p> Most marketers, and most salespeople, would agree that having a powerful generic value proposition is key to attracting prospective customers to start a conversation with us. But that generic value proposition typically isn't enough to persuade them to commit to actually do business with us. What's required is a compelling, customer-specific value proposition that answers every prospective customer's four key questions:</p> <ul> <li>Why do they need to change, rather than staying on their current path?</li> <li>If they change, why do they need to change now, rather than later?</li> <li>Why should they choose us, rather than any other option?</li> <li>Why should they trust us to ensure that they achieve their desired outcomes?</li> </ul> <p> This webinar will share a simple, proven framework for answering these four key questions, increasing the probability they will take action, and increasing the probability they will do business with us.</p> <hr /> <h2>Key takeaways</h2> <ul> <li>Why salespeople can't rely on generic value propositions to help them close business.</li> <li>Why most sales proposals focus far too much on "why us?" and not enough on "why change?", "why now?" and "why trust?".</li> <li>How to ensure that every sales proposal includes a compelling, action-driving executive summary.</li> </ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><strong>Bob Apollo FF.ISP, Chief Outcomes Officer, Inflexion-Point Strategy Partners</strong></p><p><a href="https://www.linkedin.com/in/bobapollo/" uk-icon="icon: linkedin; ratio: 2" target="_blank"></a></p> <p><img alt="" src="https://members.the-isp.org/resource/resmgr/aps__event_images/bob_apollo.jpg" class="uk-align-right uk-comment-avatar" width="120px" />Bob Apollo is the Founder and Chief Outcomes Officer of Inflexion-Point Strategy Partners, a UK-based sales effectiveness consultancy. Bob works with CEOs and sales leaders of ambitious B2B-focused sales organisations, encouraging, equipping and enabling them to implement a business-outcome-focused mindset across their sales organisationsn, enabling them to reap the benefits of implementing Outcome-Centric Selling®.</p> <hr /> <div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Thu, 5 Sep 2024 13:00:00 GMT</pubDate></item><item><title>Mental toughness in sales: Nourishing your mojo</title><link>https://members.the-isp.org/events/eventdetails.aspx?id=1815341</link><guid>https://members.the-isp.org/events/eventdetails.aspx?id=1815341</guid><description><![CDATA[<pre><strong>9.00 - 10.00 am BST:</strong> As a result of joining this event, the participant will understand the basic components for creating salespeople and sales teams who enjoy what they do and are motivated to use every ounce of their abilities.</pre><h2>Recommended audience</h2><p>All sales professionals</p><hr /><h2>Type of audience</h2><p>UK and International</p><hr /> <h2>Description</h2><p><strong>Nourishing your Mojo … and restoring it when it is diminished.<br />How to be the best version of you that you can be.</strong></p> <p>Sales is about performance. Succeeding in sales is about the motivation to perform to the bets of your abilities and maintain good wellbeing in doing that. This matters for the salesperson, those that provide leadership and the organisation.</p> <p>Our understanding of motivation is changing and improving. Where once it was all about incentives and rewards, true motivation comes from within. It's what makes the job enjoyable and fulfilling. It's what sets a good lead apart from an indifferent one. It's what the best organisations aspire to.</p> <p>Achieving this might not be easy but it's not difficult either, if you understand how three factors come together:</p><ul> <li>My intrinsic motivation - my Mojo.</li> <li>Leadership, and the glue that underpins it.</li> <li>Mental toughness - the combination of resilience and positivity that helps us to thrive.</li></ul> <p>This session looks at all three.</p> <hr /><h2>Key takeaways</h2> <ul> <li>What my inner motivation looks like and how I can optimise it.</li> <li>What good leadership can bring to the party.</li> <li>Why it's so important to understand our level of mental toughness profile, how to go about optimising this key personality trait, and why this is key to your Mojo.</li></ul><hr /><h2>CPD Points</h2><p>CPD Points: Two (when attending live) or one (watching the recording)</p><hr /><h2>Presenter</h2> <p><strong>Doug Strycharczyk, CEO at AQR International</strong></p><p><img alt="" src="https://members.the-isp.org/resource/resmgr/isp_event_images/Doug_Strycharczyk.jpg" class="uk-align-right uk-comment-avatar" width="120px" />Doug Strycharczyk is CEO for AQR International, a leading provider of high-quality psychometric tools and assessments, where he has, over the past 25 years, become recognised as a thought-leader on the concept of mental toughness.</p><p> As a practitioner working in 80 countries, he has developed, with leading academics, approaches, programmes and a unique high-quality measure (MTQ Plus) to enable the key concept of mental toughness to be applied to people and organisations in every sector.</p><hr /><div class="uk-alert uk-alert-primary"> <p>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 <a href="mailto:membershipservices@the-isp.org">membershipservices@the-isp.org</a> for more information. </p></div>]]></description><pubDate>Wed, 25 Sep 2024 14:00:00 GMT</pubDate></item></channel></rss> If you would like to create a banner that links to this page (i.e. this validation result), do the following:
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