Monthly Archives: March 2016


SPI’s Ken Cross Discusses How to Recognize and Rescue a Failing CRM System

Ken Cross is SPI’s Director of Sales Enablement, focusing on advancing sales technology and process automation. Ken is a frequent contributor to this blog and to industry publications and forums. This blog was orginally published on the SPI web site here.

CRM systems have come a long way since the early, nightmarish days when project failure […]

March 30th, 2016|Sales|

Does a Sales Excellence Award Make Recruiting Easier?

The Institute for Excellence in Sales (IES) was the first entity to recognize companies and organizations for sales and business development excellence. Many marketing teams nominate their companies for awards such as the Inc. 500/5000 or community service awards. They may also recognize high achieving executives.

When the IES first launched the award event in 2011, […]

March 29th, 2016|Sales|

Tom Snyder Suggests One Thing That Will Improve Sales Performance by 100% in 120 Days or Less

This blog article was written by Tom Snyder and was originally found on the VorsightBP web site here.

Did you know that generating 100% improvement in sales performance can be achieved by almost any sales organization and it can be achieved within a 120-day period?  Sounds impossible doesn’t it?  Would you be surprised to know that […]

March 26th, 2016|Sales|

Member Update, March 18

Hope everyone had a fun and safe St. Patrick’s Day. Here are some important IES goings-on you need to know about.

Sales Award Nominations Are Open for June 3 Event: The IES awards recognize companies and organizations that are doing the right things as it relates to sales and business development during challenging times. We’ll also recognize immixGroup […]

March 21st, 2016|Member Updates|

Jill Konrath Tells You to Kick Yourself Out of Your Comfort Zone

This article originally appeared on Jill Konrath’s website under the title “How to Kick Yourself Out of Your Comfort Zone.” The photo was originally placed here.

Recently I did a webinar for sales leaders on “how to kick your reps out of their comfort zone.” Sounds brutal, I know. But it wasn’t. You see, for the past few […]

March 18th, 2016|Sales|

IES Launches Mentor Program for Sales Professionals

Vienna, VA, March 17, 2016 – Today the Institute for Excellence in Sales (IES) launched a new Mentoring Program for Sales Professionals in the Mid-Atlantic region. The Mentor Program is a major feature of the newly renovated IES membership program. The IES announced that four new membership levels are available for sales professionals.

The four new membership […]

March 17th, 2016|News|

IES Women in Sales Program . . . Growing Stronger!

Women In Sales Update

Since our launch in Spring of 2016 and awesome “Selling Edge” conference that Fall,  IES’ Women in Sales (WiS) Program has become a powerhouse of IES programming.  For 2017, our programs centered on candid and compelling panel discussions and workshops aimed at providing valuable, immediately applicable information in an welcoming environment that […]

March 16th, 2016|News|

immixGroup Leaders to Receive 6th IES Lifetime Achievement Award at Sales Excellence Awards on June 3

The IES is proud to bestow its 6th Annual Lifetime Achievement Award to immixGroup leaders Art Richer, Steve Charles and Jeff Copeland. The awards will be presented at the award event on June 3 at the Marriott Fairview Park in Falls Church, VA. As is the IES tradition, 2015 Lifetime Achievement Award winner Mark Weber […]

March 7th, 2016|Awards|

Member Update, February 29

I hope everything is going well for you and that you enjoyed Nancy Bleeke’s IES program last week. Nancy took some time last week to meet with the team at Vorsight (pictured above) the day before her Friday morning presentation. Our speakers frequently meet with IES members the day before their programs. If this interests you […]

March 4th, 2016|Member Updates|