/Fred Diamond

About Fred Diamond

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So far has created 15 blog entries.

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|

Building a Strong Everyone’s in Sales Culture Webinar with ASHER Strategies

Here’s the recording of the powerful webinar we did with ASHER Strategies trainer Kyla O’Connell on February 8. The session goes deep into the emotional qualities sales people need to more successfully deal with their customers and build their sales culture.

February 8th, 2017|Sales|

We Didn’t Fully Realize the Voids in Sales Training

One of our trusted advisers, who has been in the sales performance improvement (aka sales training) industry for decades, has told us that over $9 Billion is spent on sales performance improvement every year but 92% of those initiatives fail to produce any measurable impact! We did not believe it at first, but when we […]

November 29th, 2016|Sales|

Prospecting to the C-Suite Webinar Replay with Tom Snyder

Here’s the recording of the great webinar prospecting legend and CEO of Funnel Clarity Tom Snyder presented on “Prospecting to the C-Suite” on November 15. Tom will be a featured speaker at the IES Customer Acquisition Symposium on Friday, November 18. Tom recommends things sales professionals should be doing on LinkedIn to more effectively get […]

November 15th, 2016|Sales|

Special offer from The Sales Hunter for IES Symposium Attendees

Good morning,

The learning never stops at the IES.

The IES annual Customer Acquisition Symposium is Friday, November 18 at the USA Today Building in Tysons Corner, VA. It’ll be awesome,

Mark “The Sales” Hunter has made a special offer for CAS Attendees!  When you attend the 2017 Customer Acquisition Symposium you will receive 24/7 access for free […]

November 10th, 2016|News|

What Would You Ask Six Sales Gurus if You Had the Chance?

If you had the chance to ask 6 sales experts in a safe, quiet environment, how to get better at sales, would you? What would you ask? Well, you’ll have your chance on Friday, November 18 in Tysons Corner, VA.

One notion that continues to intrigue me is that “You are the average of the five […]

November 3rd, 2016|Sales|

IES Announces Speakers for November 18 Sales Conference

VIENNA, Va. – Oct. 31, 2016 — The Institute for Excellence in Sales (IES) announced today its speakers for the second annual Customer Acquisition Symposium (CAS), the organization’s flagship conference.  It will be held on Friday, November 18 in Tysons Corner. The day will feature Ted-Like talks from six leading sales and leadership speakers plus […]

November 1st, 2016|News|

IES and Sales Enablement Society Both Created to Support Sales Professionals

By Fred Diamond, IES Executive Director

It was on a sales call when I worked at Apple back in the glory days when I truly learned that sales professionals need critical support within their own organizations to be successful and that employees in those organizations must understand that they exist to support the drive to Sales. […]

September 22nd, 2016|Sales|

Are You Making the Most of Your White Space When Selling?

By Fred Diamond
Executive Director and Co-Founder
Institute for Excellence in Sales

Are you making the best use of your “white space” to optimize your sales efforts? I recently sat with a productivity consultant to develop a strategy to best use my limited selling time. In the course of doing so, I realized that I wasn’t optimizing the […]

September 6th, 2016|Sales|

Dawna Newcomb Suggests “Using Creative Tension to Drive the Sales Process”

Dawna Newcomb is a sales strategy consultant and coach with Bold Strategies Coaching and Consulting. She is a member of the IES. This blog originally appeared on LinkedIn here.

Nothing of value is produced without some degree of tension. It is a common misconception that successful sales representatives befriend, flatter, or entertain their way into a sale, […]

September 5th, 2016|Sales|