Welcome to the IES Thought Leadership Blog!
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 […]
By Fred Diamond
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 […]
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, […]
IES Exec Director Fred Diamond Shares the Sales and Marketing Lesson He Got from a Retired Rear Admiral
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 […]
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 […]