Monthly Archives: December 2016


10 Strategies to Use When Your Prospect Goes Silent

This blog was originally posted by Kendra Lee on her site in April 2016. She listed it as one of her top 2016 posts on her year end review.

One of the most frustrating things for a sales rep is when the prospect you had a great conversation with goes silent and starts avoiding you. You […]

December 16th, 2016|Sales|

ASHER Strategies’ APQ Assessment Can Eliminate Expensive Hiring Mistakes

This blog was originally posted on Linked In by John Asher here.
How Do I Know The APQ Assessment Will Guarantee I Won’t Make The $150K Hiring Mistake?
All too often a sales manager will hire a candidate on shallow premises, such as a polished appearance and impressive resume. Many assume that if an applicant can sell […]

December 16th, 2016|Sales|

Telephone Prospecting Tips: Anticipate the First “No” and Be Prepared to Push Past It

This article originally appeared on past IES speaker Mike Weinberg’s The New Sales Coach web site. 

I’ve got bad news and good news about your prospecting call.

The bad news is that, most of the time, regardless of how well you’ve done in the early stages of the prospecting phone call (right mindset, good voice tone, great […]

December 14th, 2016|Sales|

IES Helps National NFP Shift Sales Reps to Decision Influencers

A national nonprofit leader in disability employment has been creating jobs for people with disabilities for decades. The organization has a deep understanding of the needs of its clients and its mission is cherished deeply by its staff. However, the organization’s leadership knew they could provide more value to their customers if their client-facing people […]

December 8th, 2016|Sales|

Institute for Excellence in Sales Launches Sales Training Provider Referral Service

Organization for Sales Professionals Recommends Sales Training Resources to help Companies Address Critical Sales Challenges

December 8, 2016 – Vienna, Va. – The Institute for Excellence in Sales (IES), a membership organization that provides services for sales departments around the world, announced a sales training provider referral service to help sales leaders identify ideal sales training […]

December 7th, 2016|News|