FredDiamond

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About Fred Diamond

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So far has created 26 blog entries.

Here is one thing that is critical for sales success

Paul Andrews is the Chief Revenue Officer for PennWell, is a business-to-business events, media, and marketing services company

On the Sales Game Changers Podcast, he spoke about how critical it is to be an expert in your customer’s industry to increase your chances of success.

Listen to the Sales Game Changers Podcast Episode 26: PennWell’s Paul Andrews Says Becoming […]

December 13th, 2017|Sales|

What are Three Critical Insights for Predictive Referral-Based Sales

Mike Garrison is a referral-based selling expert based in Roanoke, VA.

On the Sales Game Changers Podcast, he spoke about strategies for growing your sales with a smart, no-bs referral-based approach.

Listen to the Sales Game Changers Podcast Episode 23: Mike Garrison Shares Three Critical Insights on Predictive Referral-Based Sales and read the transcript.

Here’s an excerpt from the […]

December 10th, 2017|Sales|

How Can You Best Use a Mentor to Grow Your Sales?

Gary Milwit is the President and Chief Operating Officer at Stone Street Capital, headquartered in the D.C.

On the Sales Game Changers Podcast, he spoke about mentors who helped him launch his career and things he learned on the high school football fields that he applied to the sales floor.

Listen to the Sales Game Changers Podcast […]

November 30th, 2017|Sales|

Why is Knowing the Buyer Journey So Important for Sales Success?

Jen Burns is a Managing Director of Sales Enablement at Interfolio. She is based in Washington DC with global sales responsibility.

On the Sales Game Changers Podcast, she shared stories and insights about how to make sales enablement more effective at your company.

Listen to the Sales Game Changers Podcast Episode 21: Sales Enablement Leader Jen Burns Shares […]

November 29th, 2017|Sales|

Three Things that Lead to Exceptional Sales Success

Telesa Via is a vice-President of Sales at Kimpton Hotels and Resturants, a division of IHG. She is based in Washington DC with global sales responsibility.

On the Sales Game Changers Podcast, she shared the story behind her rise to sales leadership, discussed her mentors, and gave advice for how you can take your sales career […]

November 27th, 2017|Sales|

Four Ways to Successfully Sell to Your Friends

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 was about non-responsive prospects. They talked about seemingly great prospects who took their calls, sat through a demo, asked for a proposal and then never […]

August 30th, 2017|Sales|

Is Lying the New Black in Professional Sales?

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 have received from the president of Mexico and the head of the Boy Scouts of America. Last month, President Trump said on Fox News that […]

August 3rd, 2017|Sales|

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 company into certain vertical markets including the public sector back in 1994. I worked in Don’s organization for a few years and learned my greatest […]

July 13th, 2017|Sales|

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|

Mike Kunkle: Transform Your Sales Results – Part 3, Sales Support

This article was published online on Mike Kunkle’s Transforming Sales Results website. on March 13, 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 […]

May 4th, 2017|Sales|