Monthly Archives: March 2017

//March

Do Sales Mentors Really Make a Difference? At First, I Was Skeptical. But I Was Wrong.

By Fred Diamond, IES Executive Director

The IES mentor program has been one of those experiments that surprised me, because our members – those new to the sales profession and those who are quite seasoned – took advantage of it faster than I could imagine. It’s been such a success that the program has grown way […]

March 29th, 2017|Sales|

IES Executive Director Interviewed on The Sales Evangelist Podcast

IES Executive Director Fred Diamond was interviewed on The Sales Evangelist podcast by Donald Kelly. Fred said it was one of the best interviews he had ever participated in. The podcast is described as follows:

“One of the qualities of top salespeople is their willingness to do whatever it takes to close the deal. How about […]

March 17th, 2017|Sales|

Mike Kunkle, Transform Your Sales Results with a Systems Approach – Part 1

This article was published online on Mike Kunkle’s Transforming Sales Results website. on March 11, 2017. Kunkle helps companies improve sales performance through disciplined and focused execution of a systems approach to sales (sales selection, sales support, sales learning, and sales management systems), which includes talent management, sales process, sales methodology, and sales technology.

In this 5-part […]

March 10th, 2017|Sales|

IES Announces Sales Executive Leadership Program with former Cisco Global Partner Leader Bruce Klein

The IES announced that it is participating in a new sales executive leadership program with former Cisco Global Partner leader Bruce Klein and management consultant and executive coach Jeff Patnaude. The program is open to sales leaders at companies across the United States.

The program is the first of its kind in the US and features […]

March 10th, 2017|News|

IES 7th Annual Lifetime Award Recipient is RedHat’s Paul Smith

Deltek Sales Leader Mary Beth Cockerham to Receive Women in Sales Leadership Award
The Institute for Excellence in Sales (IES) announced that Paul Smith, Senior Vice President and General Manager for Red Hat’s Public Sector business is the recipient of the IES seventh annual Lifetime Achievement award. Previous recipients include Art Richer and Steve Charles of immixGroup, […]

March 1st, 2017|News|