Monthly Archives: June 2017


Alex Goldfayn, The Discomfort With Accountability

This article was published online on Alex Goldfayn’s website. on June 19, 2017.  Alex Goldfayn, a past speaker at the IES, is the author of the best-selling The Revenue Growth Habit, The Simple Art of Growing Your Business by 15% in 15 Minutes Per Day. In his latest blog, he speaks to how sales managers and […]

June 30th, 2017|Sales|

Women in Sales Award Winner Mary Beth Cockerham Discusses Sales Strategy

Deltek Sales Vice President Mary Beth Cockerham was awarded the Institute for Excellence in Sales (IES) inaugural Women in Sales Leadership Award at the June 6 IES award event. She has been a sales leader for over 30 years, starting at Sun Microsystems in 1986 before joining INPUT in 2006. In 2010, Deltek acquired INPUT and Mary […]

June 23rd, 2017|News|

Jill Konrath, Does Your Day Look Like This?

This article was published online on Jill Konrath’s website. on June 20, 2017. The author, Jill Konrath, was a speaker at the IES.

Jill Konrath has written some of the most impactful sales books of the past two decades, including Selling to Big Companies and Agile Selling.  Her new book, More Sales – Less Time will […]

June 22nd, 2017|Sales|

Red Hat’s Paul Smith Honored with IES Lifetime Achievement Award

This post originally appeared on the official Red Hat company blog here.

FROM THE RED HAT OFFICIAL COMPANY BLOG: We are pleased to share that the Institute for Excellence in Sales (IES) announced that Paul Smith, senior vice president and general manager for Red Hat’s Public Sector business was named the recipient of the IES 7th […]

June 18th, 2017|News|

IES Announces 2017 Sales Excellence Award Winners

Dow Chemical, Softchoice, Dominion Electric Supply, Dell, Pure Storage, and Monumental Sports and Entertainment Win Awards; Achievement Awards to Red Hat Sales Leader Paul Smith and Deltek’s Mary Beth Cockerham

VIENNA, Va. – June 8, 2017 – PRLog — The Institute for Excellence in Sales (IES) announced today the six winners of the 2017 IES sales […]

June 9th, 2017|News|

Mike Kunkle, Transform Your Sales Results – Part 4, Sales Learning

This article was published online on Mike Kunkle’s Transforming Sales Results website. on March 134 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 […]

June 6th, 2017|Sales|