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Details of upcoming events can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events Sales Cycle Best Practice – New Thinking Thursday 5 May 2022, 09:00 Push Back Against Post-Pandemic Procurement Pressure Tuesday 10 May 2022, 09:00 Buyer Behaviour – What are the key drivers in the decision-making process? Tuesday 24 May 2022, 09:00 Improving your Proposals Wednesday 25…
Details of upcoming can be found at the Institute of Sales Professionals website. https://www.the-isp.org/events +
Webinar: Outsourced sales – brand partners or guns for hire? 6 October 2021: 9.00 am – 9.45 am BST Dr Beth Rogers, Visiting Fellow at Cranfield University School of Management and examiner and lecturer in sales topics at two other universities in Europe. This talk explores research about the factors in the make-or-buy decision for sales activities and provides a…
Webinar: Sales leader round table (limited places) 16 July 2021: 9.00 am – 9.45 am BST Simon Goodison and Neil Massa, Directors of Smarter Not Harder Solutions Tips to support your team to achieve and exceed sales goals: Understand how the changes in the last 18 months shaped the lives of your team and how as a leader you can…
Sales Essentials for Success – Cranfield Executive Development 2-3 June 2021 Sales Essentials for Success gives you the tools to build and create a sales function that is strategically directed and controlled. You’ll gain a fundamental knowledge of the tactics that must be employed on a daily basis to succeed. £2,200 + VAT (concessions available) – execdev@cranfield.ac.uk +44 (0)1234 589292https://www.cranfield.ac.uk/som/open-executive-programmes/growing-businesses/sales-essentials-for-success…
Webinar: Cracking the Code for Communicating Price Increases 29 April 2021, 15.00-15.45 pm BST (09.00 am CST) Tim Riesterer, Chief Strategy Officer at Corporate Visions – Nearly 70 percent of companies describe their price increase conversations as “50:50” or worse in terms of how well they go over with customers. It’s no surprise that most price increases aren’t received well….
Literature review “The true measure of leadership is to confront the anxiety of the people of their time.” This quote by Jacinda Ardern, current Prime Minister of New Zealand, beautifully summarises the essence of leadership and reveals a depth in leadership qualities only acknowledged and explored by a few. Through introspective and autoethnographic work on developing and applying the ability…
The theme of my research is to explore the extent to which companies need to adapt and change to cater to a multi-generational workforce, define what the distinct differences really are using facts data, and in the process also draw out similarities. I will look at how stereotypes and unconscious bias skew realities, responses and attitudes. My research seeks to…
Key Account Management Best Practice – Cranfield Executive Development 10, 12, 26 Mar 2021 – live online Joining an experienced group of fellow KAM practitioners, you will gain: State-of-the-art knowledge and tools for creating an effective key account management process. Strategic understanding on how to focus your time and attention appropriately in the development of key accounts. Improved collaboration skills…
