LEADING PROVIDERS OF SALES, MARKETING & MANAGEMENT TRAINING
Advance your career...achieve your goals
Advance your career... achieve your goals www.ismdubai.com
contents 05
welcome
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about us
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our instructors
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our key areas
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marketing training courses
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sales training courses
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leadership training courses
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public training courses
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in-house training
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our team
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Prices & how tO contact us
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Highly interactive, massively motivational and thoroughly enjoyable. Delegate from Al Futtaim
welcome
Welcome to ISM Training... We work with organisations like yours to provide inspirational learning experiences to stimulate your staff and enable them to perform better. We focus on the three key areas you need to develop your business: Sales, Marketing and Management. We support these areas with the three qualities that are at the heart of everything we do: pragmatism, professionalism and perfectionism. Look through our brochure to see for yourself the huge difference ISM can make to your business... www.ismdubai.com ism training
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ISM tRAINING...
Success in today’s changing market requires more than a good product or a strong brand - or even the latest technology; it requires investment in developing the potential of a company’s most valuable asset: its people. Simon Parker Managing Director ISM Training
Client portfolio
It is individuals that make the difference between excellence and just acceptable performance. Excellence in performance comes from commitment to a team and working together towards a common goal. ISM Training understands this and we continuously work to inspire people through learning together and showing them how they can exploit their mutual performance potential to increase individual and corporate productivity. ISM Training contributes to your business and corporate objectives, providing better quality through in-depth understanding of people and markets and from understanding how people learn best and how they can most easily put best principles into practice. Our public training programmes provide learning
and development pathways in sales, marketing and leadership which enables you to select the training appropriate to your staff development plans. Our in-house training courses are designed to meet your specific sector needs. We develop innovative marketing, management and training solutions based on your needs. You will enjoy measurable and lasting benefits that meet both individual and corporate goals in marketing, management and personal performance. We design course content to fit your learning and development needs. Our Course Directors are all highly experienced and qualified, and understand the culture and business practices within the region. They work together with your personnel to provide total business development solutions as well as actively fostering long-term partnerships.
Simon Parker Managing Director.
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Charismatic instructors... At ISM, what makes us unique is that we only employ British Learning & Development Leaders.
They understand, just like our MD, what it's like to be in business, as they have already experienced it first-hand.
They are not just trainers; they have high-level, multi-sector experience in a variety of industries across the MENA region and understand the culture.
They engage your team with their professional and innovative approach to learning, using proven modern techniques that deliver exceptional learning experiences to impact your business directly in marketing, sales and leadership.
Whilst we value qualifications, we know that ISM is all the more effective as every single one of our Learning & Development Leaders has a senior corporate and business history.
Here's a little more about them...
Philip Parker
Bill levell
Steve Halligan
Jon Burton
Rebecca Tierney
Philip is an experienced Chairman/CEO of both quoted and private groups and has an extensive background in strategic planning. He led an international corporate career from a US base before returning to the UK as an executive director with Plessey Plc .He has a law degree from Cambridge University and completed the strategic marketing programme at the Harvard Business School. He is currently deputy chairman of the Board of Governors of Bath Spa University.
Bill is a visionary thinker and a vital catalyst in the development of client's strategic plans and practical implementation of sales and negotiation techniques. He has been a member of the CIM's Senior Faculty for over 25 years. He blends high level current business theory with practical insight, application and charm.
Steve has been active in all aspects of sales, negotiation and account management for over 25 years and is the Managing Director of a highly respected UK employee motivation consultancy. His highly energetic and clear communication style helps to make what can be very complex issues, simple and understandable with actionable ideas and recommendations.
Jon is a business psychologist and personality profiler specialising in the writing and application of psychometric tests. His style brings together his experience of management and interpersonal skills using fast learning techniques such as NLP and Neuro-Semantics. Author of the Inter-Personal Relationship Inventory, a personality model developed for sales professionals.
Rebecca is a strong pro-active leader, empowering staff to take ownership, providing coaching, training and mentoring to enable high calibre teams to work together and achieve individual targets and client objectives. Rebecca has over 20 years' experience in public speaking as Master of Ceremonies and her courses are designed for optimum engagement and learning.
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Our three keys are the three core specialisms we offer at ISM: Sales, Marketing and Management. But how good is ISM? What do we offer that uniquely places us in pole-position in the regional market?
ISM three keys
Marketing
Sales
We know that marketing is critical to your business success. Without focusing on the identification of your customer segments and the anticipation of their needs, you will not be the success you want to see. Our programmes, led by industry experts, allow you to put best principles into easy practice. Whether your marketing team are new, experienced or senior, or a mix of all three, we ensure that each one of them thoroughly understands the keys to their success.
At ISM, it is ultimately our customers who judge us on our effectiveness. They recognise the value of what we have done for nearly 20 years. In that time, we have partnered with some of the region’s largest corporates and smallest and newest SMEs alike. We have helped them adopt methods that have transformed their productivity and sales, so sales managers and teams, through their training, have performed better, engaged customers better, and helped their companies grow better, than they would have previously thought possible.
We cover marketing strategy, plan development, market and marketing research, marketing communications, brand and product management, corporate identity, and channel management—in fact, we demand that everyone learns all the aspects of the marketing process relevant to their position. By doing this, we help you secure and maintain your customers’ loyalty and grow your market share to optimise your profit.
MANAGEMENT Effective leadership and its allied discipline of team-working ensures your future success by helping to develop your next generation of leaders. Our courses provide you with the tools to inspire your people through the application of thought and through clear direction. We focus on the competencies and skills required to motivate your people. We design our programmes so your managers experience effective management techniques, team working and building skills, coaching and powerful motivation boosting methods so that they can apply them in your business. With the confidence to inspire and motivate success, both personally and corporately, great leaders make it all the more likely your business will thrive when others fail.
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21st Century Marketing
The strategic marketing course focused me on meeting the needs of the customer in my planning process. Extremely insightful course.
Today’s marketing team has to meet the needs of diverse stakeholders from investors to sellers and buyers within a modern marketplace. The driving philosophy is to present a competitive value proposition to each customer. Customers are demanding better quality and reliability and expectations change rapidly with new products coming to market quickly. With intense global competition and jostling for strategic advantage, improving business performance requires more than just gut feeling. With the viral development of social media developing—Facebook, Pinterest, Twitter, Vine, Instagram—you need to know your customers well, where they frequent, and listen to what they are saying in order to develop an effective and adaptable marketing strategy. ISM is the region’s leader in marketing programmes: we have written specifically for these challenges— and perhaps the greatest challenge of all—localisation. Without a grasp of these issues, how well do you think your marketing team will be placed for achieving your business goals? Our full range of marketing courses and their key objectives can be found on our website www.ismdubai.com
Delegate from Holborn Assets
Marketing Masterclass • Market Research & Intelligence • Marketing Communications Strategic Marketing • brand & product management • social media marketing planning www.ismdubai.com ism training
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21st Century SALES The sales professional has to have expertise with a large portfolio of products and connect to their customer base in diverse and innovative ways. They need insight and a greater understanding of customer needs, they need to be able to access information on the go and be able to deliver powerful compelling sales presentations to make your product stand out. Culturally aware, technologically adept and drawing on the knowledge of a cohesive sales team they need to be sales warriors. Today’s salesperson has to be a consummate communicator acting in a consultative role or partnership role with the customer to uncover and resolve their business and personal needs. No longer working in isolation from marketing or strategic goals they need to have a holistic view of company values and mission in order to meet their targets. Face to face saIes may be declining but this means that your direct sales force needs to be polished, actively engaged with their customers and be able to sell effectively… every time.
marketing
At ISM, our professional, experienced Course Directors have designed a sales skills development programme and learning pathway for people to follow to the extent they require. Our full range of courses with key learning objectives can be found on our website www.ismdubai.com
Marketing
Marketing Masterclass Market Research & Intelligence Marketing Communications Strategic Marketing Strategic Business Planning Social Media Marketing
Professional Selling Skills • Key Account Management • Negotiation Masterclass Presentation Skills Writing Tenders & Business Proposals • Advanced Sales Management • NLP Sales Masterclass Customer Service • Telephone Skills • Time management • sales planning & territory management • fmg sales www.ismdubai.com ism training
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21st Century LEADERSHIP What kind of leaders do you hope to nurture? Ideally a leader will be comfortable with changing their style according to the circumstances from visionary or coaching to democratic or commanding and indeed the most effective leaders are able to do this. Self-aware, they work to improve their weaknesses and create learning environments within their organisations to empower each employee with critical thinking skills to enable them to work to their potential. Awareness, especially self-awareness, is crucial for both management and employees to empower themselves; to overturn weaknesses, create environments that foster learning, critical thinking and creativity; to create the conditions needed to communicate ideas, goals, and strategy; to cultivate the ability to influence and motivate others within the cultural and social context of the business.
This course really addressed my management needs, the hands on approach helped the learning experience.
At ISM our leadership programmes ensure future success of companies by helping to develop the business leaders of tomorrow. They provide you with the tools and techniques to inspire people through vision and clear direction. It will also focus on the competencies and skills required to motivate and achieve greater performance in individuals and groups.
Delegate from eCompany
Effective Leadership & Management • Emotional Intelligence • Change Management Executive Coaching Skills • Advanced Sales Management • Finance for Non Financial Managers Developing Powerful Business Cases • Sales Planning & Territory Management • Time Management www.ismdubai.com ism training
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ISM's Public Training programmes... If there were the time or the space to show you, we could give you hundreds of convincing reasons why ISM is the logical choice for your company's training needs. Sadly, there isn't.
This is why you'll find our 'Seven of the Best' below; seven points that neatly sum up our benefit and what we can do for you and your company. 1. Choice: At ISM we have a huge range of public courses all run by our team of professional British instructors. 2. We keep participant numbers low, as we understand larger groups don't work half as well. 3. The calibre of our trainees is such that the networking opportunities you experience with us offer you a real chance to generate new business contacts and revenue. 4. We know that price is always a factor in our, and your competitiveness. This is why we constantly re-evaluate what we do. We think you'll be pleasantly surprised by what good value for money we are at ISM. 5. We believe in you having the highest quality materials and equipment. You receive your own soft and hard copies of everything you need for our sessions and for home study and a beautifully framed certificate for you to hang in your office with pride. 6. Attractive group discounts: this means our courses often fill extremely quickly, so it's always advisable to plan ahead and book early. 7. A great choice of venues: currently, we run public courses in Dubai, in the UAE; in Accra, Ghana, and in Doha, Qatar. We also plan to start operations in Abu Dhabi and Riyadh very shortly.
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In-house career development...
The training was conducted professionally, delivered as expected with many new ideas to implement. Delegate from Omnix
Training on your own premises can provide a hugely cost-effective solution to your training needs for six or more of your people. The training is customised, and flexible, as you train when it suits your needs best. We can conduct any of your training sessions on your premises or at a location of your choice. We design and develop engaging and innovative training programmes based on your business objectives, policies, procedures and people. We enable individuals and organisations to reach their potential and our programmes have a real impact on individuals and your business. Our highly knowledgeable training advisors are happy to come and meet you and ensure that we are listening to your needs and delivering the right programme for your company’s professional development plans. Please email
[email protected] to ask about our extensive range of customisable in house programmes.
Share your business goals with us…
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Charismatic Managers... Why do people like ISM? Is it our depth of knowledge, highly motivated and dynamic team that demonstrate innate professionalism? Is it that we employ people who care about what they do, and that the training we put them through is about the best there is? Or might it be our knowledge of so many kinds of industry that make people feel happy with us? The fact is, we don't think it's one thing at all: it's the whole of what we do that makes us greater than the sum of the parts. We work with our clients; we talk to them and we listen - not just during a training period, but throughout the year. We keep our clients, and they like what we do. We have that certain charisma that really is hard to define, but is easy to see.
Meet our key team members…
Simon Parker Having graduated from LSE with a degree in Economics and working for Morgan Stanley in London and Hong Kong, Simon founded ISM in 1998 and is instrumental in leading ISM to its place as the premier provider of sales, marketing and leadership training in the Middle East. He is entrepreneurial, strategic and insightful about the Middle East market.
Denise Higginbottom Her role is to liaise with clients to ensure that they are on the right course for their needs, develop personalised training programmes and facilitate seamless implementation of comprehensive training programs in house.
Michelle Lewis
Alison Oglesby
Michelle joined ISM, in 2007, after a successful career with Honda and Audi in the UK. She is a strong multitasker and involved in every facet of the day to day running of ISM. She is a strong supporter of consultative sales technique and passionate about sales effectiveness and customer service.
Alison has worked in training and education in the UK, Africa and the Middle East. She has a Masters in Online Education and is passionate about creating a vibrant best practice training community in the Middle East and beyond.
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Discounts and Special Offers... Group Booking Discount
Early Bird Discount
Here at the Institute we recognise the value and loyalty of our clients. Therefore we would like to reward you by offering you the below generous discounts when registering your group booking on the same public course.
We have recently introduced an early payment discount scheme which has proven to be very popular with our clients. If you would like to take advantage of these discounts please advise us at your earliest opportunity. Please see below for our discount structure.
2 Delegates: 5% discount 3 Delegates: 10% discount 4 Delegates: 15% discount 5 Delegates: 20% discount If you do have more than 7 delegates requiring the same training at the same time, why not let us conduct this training In-House for you?
If payment is made 60 days prior to event: 10% discount If payment is made 30 days prior to event: 5% discount * Note: Early Bird Discounts will be calculated from the day we receive your completed signed registration form. These discounts only apply to those who are paying for the full value of any course.
* please note the discounts apply to all courses with the exception of Presentation Skills and Time Management.
ISM Training, Level 15, Al Shafar Tower 1, PO Box 333851, Dubai, UAE www. ismdubai.com I
[email protected] I t: 04 457 3814 I f: 04 457 3999
ISM Training I Level 15 Al Shafar Tower I PO Box 333851 I Dubai UAE www. ismdubai.com I
[email protected] I t: 04 457 3814 I f: 04 457 3999
