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Welcome to the IES Thought Leadership Blog!

1809, 2017

Challenger Sale Update Highlights, September IES Program

By |September 18th, 2017|Categories: Sales|Tags: , , |0 Comments

Brent Adamson, co-author of The Challenger Sale and The Challenger Customer, presented at the IES on September 15 to an overflow crowd.

IES member Dawna Newcomb published a comprehensive overview of […]

3008, 2017

Four Ways to Successfully Sell to Your Friends

By |August 30th, 2017|Categories: Sales|Tags: , , |0 Comments

By Fred Diamond
IES Co-Founder

When speaking with sales reps about their frustrations at a recent Institute for Excellence in Sales Young Professionals in Sales (YPIS) program one of the not-so-surprising complaints […]

308, 2017

Is Lying the New Black in Professional Sales?

By |August 3rd, 2017|Categories: Sales|Tags: , , , |0 Comments

By Fred Diamond, IES Executive Director

Earlier this week, the news channels spent hours of programming discussing perceived lies President Trump might have made about calls he may or may not […]

1807, 2017

Stimulate the Old Brain in Your Customer to Improve Sales

By |July 18th, 2017|Categories: Sales|Tags: , |0 Comments

At the IES Annual Sales Excellence Awards, sales Expert John Asher spoke about how sales leaders need to speak to the prospect’s “old brain” in order to be more successful, […]

1307, 2017

IES Exec Director Fred Diamond Shares the Sales and Marketing Lesson He Got from a Retired Rear Admiral

By |July 13th, 2017|Categories: Sales|Tags: , , , , |0 Comments

By Fred Diamond, IES Executive Director

Compaq, once the number one personal computer manufacturer on the planet, pulled a surprise move and hired retired Rear Admiral Don Weatherson, to lead the […]

1007, 2017

Mike Kunkle, Transform Your Sales Results – Part 5, Sales Management

By |July 10th, 2017|Categories: Sales|Tags: , , |0 Comments

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 […]