VIENNA, Va. - Oct. 31, 2016 --- The Institute for Excellence in Sales (IES) announced today its speakers for the second annual Customer Acquisition Symposium (CAS), the organization's flagship conference. It will be held on Friday, November 18 in Tysons Corner. The day will feature Ted-Like talks from six leading sales and leadership speakers plus [...]
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 [...]
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. [...]
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 [...]
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 [...]
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 [...]
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 [...]
WeddingWire Sales Vice President Kara DelVecchio to Keynote Event August 31, 2016 - Vienna, Va. - The Institute for Excellence in Sales (IES) announced Wednesday that the inaugural Women in Sales SELLING Edge 2016 Conference will be held on Thursday, October 6 in Tysons Corner. Kara Delvecchio, Vice President, Inside Sales for WeddingWire, will kick [...]
IES membership continues to grow and in an effort to bring in even more selling professionals, the IES is excited to announce its first new member contest. The contest was announced at the August program and will run through November 30. All active IES members are eligible. Employees at IES corporate members and sponsors are [...]
Thank you to all the members who attended our first Town Hall Meeting today. IES Member Town Hall Meeting 082216 On the above slides, you'll find updates on the following: IES Program Update: Fred Diamond Upcoming DC Speakers Offers from IES Sponsors Member Benefits Update: Philip Martin Mentor Program New Member Attainment Contest Women in Sales: Tassey [...]
