“Nothing happens until someone sells something,” – Institute of Sales & Marketing Management
We know that SMEs are vital to the success of the Scottish economy, but do they have the people with sales skills and competencies, and the sales processes and systems in place to capitalise on current and future business opportunities?
That’s the question being posed by the Institute of Sales & Marketing Management (ISMM), which is set to host its Scotland Regional Seminar at BioCity Glasgow on 26 May.
According to the ISMM, accomplished selling skills, sound sales processes, effective sales systems, and a strategic sales focus will help start-ups and scale-ups deliver new business and drive profitable sales growth.
At its regional seminar, which will run between 5pm and 7pm, delegates will learn:
The sales skills needed and strategic focus required to achieve sales success
How an effective CRM system can support your people and processes to achieve greater success
How Content marketing can help you attract and retain key customers
How you might use Visual Storytelling and Data Visualisation as effective selling tools
How to best prepare for the negotiation and the deal close stage of a sales meeting
This seminar is a great opportunity for start-ups and scale-up businesses across industry sectors looking to improve their selling-skills and sales process, and to drive sales growth and performance.
The confirmed speakers are:
Dr Tony Douglas, chair of the ISMM (Scotland), together with steering group colleagues, has gathered together a number of influential business people and passionate sales practitioners who will deliver short addresses about the role and relevance of selling to SMEs in Scotland.
Sandy Kennedy, chief executive of Entrepreneurial Scotland and The Saltire Foundation, will speak on why it is important that the current and next generation of high impact entrepreneurial leaders of SMEs can deploy professional selling skills, activate appropriate sales processes and systems and can delivery multi-channel sales strategies to achieve company success and ignite economic growth in Scotland.
Emma Stewart is sales and marketing director at Coefficient Limited. She has 15 years sales management experience in media and publishing. Emma is passionate about the sales agenda in Scotland. She will speak on why CRM should be considered a valuable asset for start-up or fast growing businesses. How you use and interact with it should be front and centre of mind. Getting this right can help you to dramatically improve customer and staff engagement, sales skills, business intelligence and profitability.
Chris Marr is the leading voice of the growing content marketing movement in the UK. His pioneering work has helped countless SMEs grow through content marketing. Marr will speak on how content marketing can help you focus on creating and distributing valuable, relevant, and consistent content to attract and retain a clearly-defined target customer segment — and, ultimately, to drive profitable customer action.
Andrey Vinitsky is an entrepreneur and co-founder of NULLMIGHTY which produces digital experiences to visualise information in the forms of Visual Storytelling and Data Visualisation. Vinitsky has helped businesses implement effective and innovative growth strategies as well as to improve their market position. He will evidence this with two case studies as well as demonstrate visual storytelling and data visualisation techniques.
David Bonner is VP Sales & Marketing at CIQUAL telecommunications. CIQUAL enables exceptional mobile broadband performance and customer service through innovative, real-time monitoring and analysis of the end user experience. Bonner will speak about his best (and worst) ever close. Using a case study from a deal he secured last year, Bonner will share some of the hard lessons learnt, and how to best prepare for the negotiation and the deal close stage of engagement.