IES Gold Sponsor Sales Performance International makes their annual sales professional predictions. Written and compiled by SPI Chief Marketing Officer Dario Priolo, the must read report states, "The sales profession is always changing, because sellers must constantly adapt to changes in economic, political, cultural, and market forces. As the world changes, so too must salespeople [...]
"The Referral Coach," Bill Cates, has spoken at the IES numerous times. This blog originally appeared on his web site here. Sure, being different or unique can help you grab the attention of some prospects. But “what makes you different” is NOT what makes you compelling – moving a prospect to take action. Being unique [...]
By Lee Salz, September 2016 IES speaker. On March 22, 2002, the Wall Street Journal ran an article announcing that United Airlines was changing from Coke to Pepsi on its planes and ending a multi-decade relationship with Coke. Most people probably didn’t read the article, but the subject is fascinating given what was happening in [...]
