2 minute read
ISM Sales Summit - 2017
Advertisement
FOR SELLING
The ISM’s Sales Summit brought together an eclectic group of speakers – and an enthusiastic audience ready to listen and network
Topics at the ISM’s Sales Summit for the ISM where you can score the business included the hot areas of you’re in. In a complementary talk, Mark Fritz, a gamification, social selling and leadership expert and mentor, spoke about how cybersecurity, plus sales to be successful at “virtual” leadership, crucial to leadership and sales enablement managing people where there isn’t regular face – and what the future holds for to face contact. sales professionals. Ably chaired by Tim Jenkins, Keynotes came from Kelvin Kirby, CEO of a former BBC presenter, the summit assembled Technology Associates, speaking on sales many of the top thought leaders in the sales and transformation in a digital age, and there was a leadership fields. highly entertaining talk on leadership from
High-level organisational inspiration came Alan West, an admiral and Sea Lord. from Stefan Wissenbach, speaking on employee John Allison, MD of Enable Sales Academy, engagement and the concept of “engaged majored on sales enablement, saying that a topic purpose”. He said it is possible to quantify that fascinates him is how companies stay engagement, and mentioned a platform created relevant to their customers, noting how Netflix
All for one: some of the Sales Summit attendees bond for a group photo opportunity. The Hilton London Tower Bridge was a great venue for the summit
was founded by a Blockbuster customer. He outlined how salespeople need to look at the future challenges of customers, and to have consistent conversations. “Immerse yourself in your customers’ marketplaces,” he urged.
A bread and butter session was led by Mike Kingston, on prospecting – he described an easy three step approach: segmenting and targeting for desired outcomes, creating relevant and compelling “bait”, and the best communications approach.
Jenkins facilitated two panel sessions, including one on the future of the sales professional, with panellists Alison Edgar, Steve Burton and Ian Moyse. There was a warning about going too far into the new world of data and technology and not following up with actually speaking to people. There was advice on developing a personal “brand”, and that customer experience will be a key differentiator, which is a job for the entire company and not just the salesperson.
The Sales Summit certainly packed a lot into just one day. Other speakers included Juliette Denny, from Growth Engineering, presenting on sales gamification, and Daniel Disney, who founded The Daily Sales, described how he used social selling techniques to get into a global top position in social media. See the ISM’s YouTube channel for selected presentations from the Sales Summit.
