Monthly Archives: July 2016

//July

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

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 […]

July 21st, 2016|Sales|

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

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
Balance
[…]

July 12th, 2016|Sales|