The 2015 IES Excellence in Sales & Business Development Awards was held on June 11, 2015 at the Gannett/USA Today Building in McLean, VA, recognizing teams and organizations that have demonstrated exemplary performance through leadership, risk taking, innovation, vision and customer development in Sales & Business Development. The Awards honor sales and business development [...]
Tim Sullivan of Sales Performance International, and author of The Collaborative Sale, asks "Can your existing sales talent execute your future growth strategy?" in a blog originally posted in the SPI web site. Can your existing sales talent execute your future growth strategy? To say that markets are changing rapidly in response to many forces [...]
Like most sales leaders, we follow Agile Selling author Jill Konrath. We were thrilled to have her speak at the IES in April 2014. In this video blog, she addresses another one of our major topics: sales grit. Check out her video. The complete text is below. Jill Konrath Asks, "Sales Grit: What Have You [...]
Colleen Stanley, author of Emotional Intelligence for Sales Success, has spoken at the IES and conducted webinars for our audience. In this blog, originally found here, she lists three important insights on how to thank tough prospects. Three Reasons to Thank Tough Prospects At some point, all of us have walked out of an appointment [...]
Rob Jolles has spoken at the IES three times over the years. Each time he speaks, he nails it. Audiences love Rob and I think a key reason is that he understands how to perfectly time his presentations. In this blog, originally found on his site on May 15, 2015, Rob speaks about how to [...]
Tim Sullivan: Collaborative Selling for Big Rewards The IES&BD is thrilled to bring “The Collaborative Sale” author Tim Sullivan to the DC region on April 17. The digital world has changed how buyers buy in fundamental ways. It is now common wisdom that sales teams must align their behavior to the evolving buying model, in [...]
The IES brought Mark Hunter in to speak recently about advanced prospecting tactics. Here's an interesting blog he posted recently about how to effectively manage your prospecting time. The original blog can be found on Mark's blog site. Not Enough Time to Follow Up With Prospects? As I dig into the Top 10 reasons prospecting [...]
