The Institute of Sales Professionals

At the Institute of Sales Professionals, we recognise that securing large contracts in complex sales cycles requires more than just a great product or service—it demands a strategic, structured approach. In the article below, Graham Ablett of Strategic Proposals (the only ISP-endorsed specialist in bidding and proposals) explores some of the most common pitfalls that sales teams face in high-stakes bidding situations—including: 🔹 lack of strategy 🔹 internal misalignment 🔹 inconsistent customer engagement and offers practical solutions to overcome them. Strategic Proposals supports organisations throughout the entire bid lifecycle—from building strong foundations in structure, tools, and capability to enhancing these elements through every stage of capture planning, pre-proposal strategy, proposal development, and post-proposal activities such as pitches and win/loss reviews. Kat Wyon Jennie Harnaman Dan Hodgetts #SalesTraining #ProfessionalDevelopment #SalesEducation

💡 Stay ahead in sales—learn, connect and grow with ISP events! 🔗 Reserve your place: https://lnkd.in/enNHmBRK 🚀 Not a member yet? Try ISP for free! Non-members can access 3 free webinars—no commitment, just valuable learning. Our events are designed to help sales professionals at all levels sharpen their skills, gain industry insights and build valuable connections. Whether you're looking to refine your sales strategy, stay on top of industry trends, or expand your network, ISP events provide the perfect opportunity. Why attend? 🔹 Expert-led sessions on the latest sales challenges and best practices 🔹 Exclusive networking opportunities with like-minded professionals 🔹 Practical insights to boost your sales performance #ProfessionalDevelopment #SalesLeadership #SalesTraining

Not an ISP Member? This Webinar at lunchtime today is for You! Register here: https://lnkd.in/eKRs2MR2 Join us for a lunchtime learning session Thursday 27th Feb, 1-1:30 PM to discover how the Institute of Sales Professionals can help your business develop top sales talent, enhance credibility and drive performance. ISP's Patrick Joiner will be taking you through: 🔹 The benefits of ISP corporate partnership for your business and team 🔹 How our Sales Capability Framework supports professional development 🔹 The impact of the Ethical Sales Business Award 🔹 Why businesses partner with ISP to strengthen sales capability If you're a sales leader, HR/L&D professional, or looking to elevate your sales team, this webinar is for you! Tom Liversedge L.ISP Jordan Abbott (M.ISP) Guy Lloyd Andrew Hough FF.ISP,Cranfield Lecturer Mike Gibson Dan Hodgetts Jennie Harnaman

Not an ISP Member? This Webinar is for You! Register here: https://lnkd.in/eKRs2MR2 Join us for a lunchtime learning session on 27th Feb, 1-1:30 PM to discover how the Institute of Sales Professionals can help your business develop top sales talent, enhance credibility and drive performance. ISP's Patrick Joiner will be taking you through: 🔹 The benefits of ISP corporate partnership for your business and team 🔹 How our Sales Capability Framework supports professional development 🔹 The impact of the Ethical Sales Business Award 🔹 Why businesses partner with ISP to strengthen sales capability If you're a sales leader, HR/L&D professional, or looking to elevate your sales team, this webinar is for you! Tom Liversedge L.ISP Jordan Abbott (M.ISP) Guy Lloyd Andrew Hough FF.ISP,Cranfield Lecturer Mike Gibson Matt Spencer F.ISP Dan Hodgetts Jennie Harnaman

Missed our National Apprenticeship Week webinar with UCAS? Catch up now! You can listen here: https://lnkd.in/eTYgWuPx Apprenticeships are transforming sales teams by attracting new talent and upskilling existing professionals. In this session, we explored: 🔹 How apprenticeships help build high-performing sales teams 🔹 Insights from training providers, employers and apprentices themselves 🔹 Why leading businesses invest in sales apprenticeships for long-term success Whether you're a sales leader, HR professional, or L&D specialist, this is a must-watch! Shona Taylor Dan Hodgetts UCAS Early Careers Jennie Harnaman Guy Lloyd Andrew Hough FF.ISP,Cranfield Lecturer Tom Liversedge L.ISP Jordan Abbott (M.ISP) #professionalDevelopment #apprenticeships #salestraining

This week we're back to (almost) normal with a regular episode of... "Dive deep not wide" - ISP NextGen Podcast with Sherman Urrutia from Nyota Ai. Jordan Abbott (M.ISP) sits down with Sherman Urrutia, a seasoned sales professional who started in the trenches of boiler-room selling in high school and worked his way up to sales leadership in ai tech sales. He shares his unfiltered experiences, lessons learned, and actionable advice for young professionals looking to thrive in the competitive world of sales. 🔊 Whether you’re considering a career in sales or already getting started, this episode is packed with real-world insights you won’t find in a textbook. Key Takeaways: ✅ Sales is more than just a numbers game—building relationships is the real key to success. ✅ Learning from rejection will make you stronger, more adaptable, and better at closing deals. ✅ The best salespeople don’t just talk—they listen and dive deep not wide - to solve their prospects' real-world problems. To listen to or watch this episode and discover more episodes on launching and growing your sales career... get it on Spotify https://lnkd.in/eZe9vPC7 or if you prefer, YouTube https://lnkd.in/eHWCACtz #salesoperations #podcast #salescareer #letstalksales #business #podcast #business #salesrecruiting

🎧In this episode of the NextGen Podcast National Apprenticeship Week Specials, we sit down with Natalie Murray - head of apprenticeships at Consalia - who introduces Jordan Abbott (M.ISP) to... Caleb S., an apprentice who navigated his career from buying and selling shoes as a side gig to hosting high-level sales meetings with 'big people in big companies' and Ella Cooper, who’s absolutely thriving in her apprenticeship; to dive deep into what apprenticeships REALLY offer. We cover everything—from why one of them left university after just three months to how the other is building skills that employers actually want. Natalie shares insider insights on why businesses are investing in apprentices and how you can future-proof your career through hands-on learning. 🚀 Whether you're fresh out of school, thinking of a career switch, or just unsure about university, this episode gives you the real talk on apprenticeships and why they might be your best move. ✅ Apprenticeships offer hands-on experience that university often lacks. ✅ You earn while you learn—no student debt, just real skills and pay! ✅ Employers value apprenticeships because they build job-ready skills from day one. 🔗 Listen or watch now and discover why an apprenticeship could be the smartest decision for your future! YouTube https://lnkd.in/eb23s5XG Spotify https://lnkd.in/e68ktdgW #NationalApprenticeshipWeek #EarnWhileYouLearn #NextGenPodcast #NAW25 #salescareer

🎙️ In the next podcast special for National Apprenticeship Week, we chat with Georgia Cooke, an internal manager at Shoptalk, about her journey through apprenticeships and how they shaped her career. From starting out selling fish cakes at farmers' markets to becoming a sales leader, Georgia shares the real impact of hands-on learning and why apprenticeships are a game-changer for young professionals. Listen on Spotify: https://lnkd.in/eCApKAKE If you're thinking about your next steps—whether it's university, work, or an apprenticeship—this episode will give you valuable insights into how learning on the job can open doors. Key Takeaways: Why apprenticeships are a smart alternative to traditional education – Earn, learn, and gain real-world experience at the same time. ✅ How apprenticeships prepare you for success – Develop skills that employers actually look for while building your confidence. ✅ Georgia’s personal journey – From apprentice to sales pro, hear how her experience shaped her career and what she learned along the way. Ready to explore a different path to success? Dan Hodgetts Jennie Harnaman Jordan Abbott (M.ISP) Georgia Cooke Tom Liversedge L.ISP Guy Lloyd Andrew Hough FF.ISP,Cranfield Lecturer #apprenticeships #podcast #salescareer #careergrowth #NAW25

Apprenticeships aren’t just about developing new talent—they’re a powerful way for businesses to upskill their workforce, improve retention and drive sustainable growth. With funding support available for organisations of all sizes, apprenticeships offer exceptional value compared to traditional training programmes. At the Institute of Sales Professionals, we work with training providers and employers to ensure apprentices receive industry-recognised qualifications and professional development opportunities. See below to find out how investing in sales apprenticeships can give your business a competitive edge. Dan Hodgetts Tom Liversedge L.ISP Jordan Abbott (M.ISP) Guy Lloyd Patrick Joiner Neil Johnson Andrew Hough FF.ISP,Cranfield Lecturer Jennie Harnaman #Apprenticeships #SalesCareer #NAW2025 #SalesTraining #ProfessionalDevelopment

Working with our approved training partners is always a pleasure, especially when we see the real impact apprenticeships have on both individuals and businesses. As David Bill Founder of BMS Progress puts it Dan Hodgetts Tom Liversedge L.ISP Jordan Abbott (M.ISP) Jennie Harnaman Guy Lloyd Susan Challenger (A.ISP) #NAW2025 #ProfessionalDevelopment #Apprenticeships