Monthly Archives: January 2017

30 01, 2017

Don’t Treat Clients Like Competitors! The Four Principles Of Trust-Based Selling

2018-06-19T13:37:15-04:00 January 30th, 2017|Sales|

This article was published online at the TrustedAdvisor.com on January 30, 2017. The author, Charles Green, was a past speaker at the IES. The words “trust” and “selling” are rarely mentioned in the same sentence, and some people feel that “trust-based selling” is an oxymoron. That says something about the relationships between sellers and their [...]

27 01, 2017

Is the 57% Statistic An Urban Legend?

2018-06-19T13:37:15-04:00 January 27th, 2017|Sales|

This article was published in Sales & Marketing Management magazine online on January 26, 2017. The author, Tim Riesterer of Corporate Visions, was a past speaker at the IES. Most marketers and sales pros have accepted the stat that says buyers are at least 57 percent of the way through the buying cycle by the [...]

26 01, 2017

IES Sponsor Vorsight Recognized by Virginia Governor for Massive Job Creation

2018-06-19T13:37:15-04:00 January 26th, 2017|News|

Congratulations to longtime IES sponsor Vorsight, an outsourced demand generation firm that specializes in the first half of the sales cycle for B2B and B2G sales teams, for excellent recognition from Virginia Governor Terry McAuliffe and the Virginia Economic Development Partnership as noted in the January 25 press release, Governor McAuliffe Announces 112 New Jobs in Arlington [...]

24 01, 2017

Building a Strong Sales Mindset Webinar with Monica Marusceac

2017-02-08T09:40:42-05:00 January 24th, 2017|Sales|

Here’s the recording of the insightful webinar we did with Peak Performance leader Monica Marusceac on January 24. What could being a pilot teach you about sales? IES Director Fred Diamond answers that based on Monica's experience in Call Me Moose: What a Marine Pilot Knows about Sales Mindset. Enjoy.

18 01, 2017

Call Me Moose: What a Marine Pilot Knows about Sales Mindset

2018-06-19T13:37:15-04:00 January 18th, 2017|Sales|

By Fred Diamond Executive Director, Institute for Excellence in Sales (IES) I spoke recently with a Marine jet pilot who now helps selling professionals achieve greater success in their careers by using NLP and other mindset shifting techniques. In this blog, we talked about three processes military pilots use to get into the right state [...]

18 01, 2017

Expert Interview Series: Advice For Sales Prospecting And Generating Useful Leads

2018-06-19T13:37:15-04:00 January 18th, 2017|News|

This interview with IES Executive Director Fred Diamond originally appeared on the KiteDesk Expert Interview Series here. KITEDESK: The Institute For Excellence in Sales (IES) was created to grow excellence throughout the Sales operational process, to help sales teams optimize their efforts. To start, what did IES feel was missing, in the sales industry that [...]

17 01, 2017

3 Keys for Avoiding a Sales-Hiring Nightmare

2018-06-19T13:37:15-04:00 January 17th, 2017|News|

By Lee Salz, September 2016 IES speaker. Every executive shares the same dream: “I’m going to hire a great salesperson who brings millions of dollars of business with him, already knows how to sell our stuff, and I will master my golf swing.” This is a wonderful dream, but it is just that — a [...]

17 01, 2017

IES Director Fred Diamond Interviewed for KiteDesk Expert Series

2018-06-19T13:37:16-04:00 January 17th, 2017|Sales|

IES Executive Director Fred Diamond was interviewed by Eric Quanstrom, CMO at KiteDesk, as part of the KiteDesk Expert Interview Series. You can see the interview on the KiteDesk site here. The Institute For Excellence in Sales (IES) was created to grow excellence throughout the Sales operational process, to help sales teams optimize their efforts. [...]

14 01, 2017

3 Reason Sales Managers Fail to Coach

2017-03-14T21:08:31-04:00 January 14th, 2017|Sales|

This article originally appeared on the VantagePoint website. It was written by past IES speaker Michelle Vazzana, co-author of Cracking the Sales Management Code. When it comes to sales managers coaching their sellers, there is a significant gap between what companies intend to do and what they end up doing. Here’s a look at what’s [...]