Monthly Archives: October 2016


Interview with WeddingWire’s Kara Delvecchio on How Women Can Grow Their Sales Careers

Wedding Wire sales leader Kara Delvecchio presented the keynote at the first annual IES Women in Sales Selling Edge Conference on October 6. She spoke about the history of female leaders in business and sales and the lessons their stories can teach women in sales today. The keynote was very well received by the over […]

October 26th, 2016|Sales|

The Problem State: A Business Conversation Dimension

This article originally appeared on the SpyGlass website and was written by past IES speaker Jose Palomino.

Understanding your customer’s Problem State is a key dimension of the Business Conversation, one of the 5 Pivotal Conversations that my team and I (and our clients) believe are key to closing any larger and more complex deal.

Done right, […]

October 14th, 2016|Sales|