Monthly Archives: October 2016

26 10, 2016

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

2016-10-26T17:26:19-04:00 October 26th, 2016|Sales|

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 [...]

14 10, 2016

The Problem State: A Business Conversation Dimension

2018-06-19T13:37:17-04:00 October 14th, 2016|Sales|

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. [...]