Monthly Archives: December 2016

16 12, 2016

10 Strategies to Use When Your Prospect Goes Silent

2018-06-19T13:37:16-04:00 December 16th, 2016|Sales|

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. [...]

16 12, 2016

ASHER Strategies’ APQ Assessment Can Eliminate Expensive Hiring Mistakes

2018-06-19T13:37:16-04:00 December 16th, 2016|Sales|

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 [...]

14 12, 2016

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

2018-06-19T13:37:16-04:00 December 14th, 2016|Sales|

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 [...]

8 12, 2016

IES Helps National NFP Shift Sales Reps to Decision Influencers

2018-06-19T13:37:16-04:00 December 8th, 2016|Sales|

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 [...]

7 12, 2016

Institute for Excellence in Sales Launches Sales Training Provider Referral Service

2016-12-07T13:47:51-05:00 December 7th, 2016|News|

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 [...]