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The Institute is delighted to announce the Finalists for the 2015 British Excellence in Sales & Marketing Awards.

This year, the ISMM has received a record number of nominations for sales …

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By Timothy B. Huffaker

The typical response to this question is, “I think so, well maybe, what do you mean by a process?”

As studies have shown, most salespeople just do “stuff”, hoping their efforts will bring results. The sad reality is found in their justification that what they are doing is the best they can …

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By Jennifer Lonoff Schiff

Every organization wants its salespeople to be successful — that is, close more sales. Yet ask many salespeople and they will tell you that their organization often makes it difficult for them meet their quotas, requiring them to do lots of administrative work (e.g., enter data into a CRM system) or …

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