Monthly Archives: September 2016

27 09, 2016

September IES Speaker Lee Salz Offers Special Differentiation Deal for IES Members

2018-06-19T13:37:17-05:00September 27th, 2016|Member Updates|

For those of you who attended Lee Salz’ sales differentiation program at IES, we hope you enjoyed it and came away with actionable plans to implement his concepts. If you weren’t able to attend, you missed a fun, educational program designed to help you win more deals at the prices you want. IES members will [...]

22 09, 2016

IES and Sales Enablement Society Both Created to Support Sales Professionals

2018-06-19T13:37:18-05:00September 22nd, 2016|Sales|

By Fred Diamond, IES Executive Director It was on a sales call when I worked at Apple back in the glory days when I truly learned that sales professionals need critical support within their own organizations to be successful and that employees in those organizations must understand that they exist to support the drive to [...]

6 09, 2016

Are You Making the Most of Your White Space When Selling?

2018-06-19T13:37:18-05:00September 6th, 2016|Sales|

By Fred Diamond Executive Director and Co-Founder Institute for Excellence in Sales Are you making the best use of your “white space” to optimize your sales efforts? I recently sat with a productivity consultant to develop a strategy to best use my limited selling time. In the course of doing so, I realized that I [...]

5 09, 2016

Dawna Newcomb Suggests “Using Creative Tension to Drive the Sales Process”

2018-06-19T13:37:18-05:00September 5th, 2016|Sales|

Dawna Newcomb is a sales strategy consultant and coach with Bold Strategies Coaching and Consulting. She is a member of the IES. This blog originally appeared on LinkedIn here. Nothing of value is produced without some degree of tension. It is a common misconception that successful sales representatives befriend, flatter, or entertain their way into a [...]