Monthly Archives: July 2016

21 07, 2016

Brent Adamson Says to Identify the Mobilizer Customer and Avoid the Others for a Challenger Sale

2018-06-19T13:37:19-04:00 July 21st, 2016|Sales|

There are four topics that come up time and time again at IES programs, workshops, and networking events for sales professionals:   How to be more effective with 1) prospecting, 2) LinkedIn, 3) referral generation and 4) the Challenger Sale. In July, the IES brought CEB Principal Executive Advisor Brent Adamson, co-author of The Challenger Sale and its [...]

12 07, 2016

IES Women in Sales: What is empathetic selling and how important is it to successful selling?

2018-06-19T13:37:19-04:00 July 12th, 2016|Sales|

At each IES Women in Sales monthly program, notes from the facilitated discussions are recorded and posted on the IES web site. The topic of the July 2016 IES Women in Sales meeting was Emotional Intelligence. The Question posed was "What is empathetic selling and how important is it to successful selling?? Keywords or Phrases: Attributes Awareness [...]