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So far IES News has created 109 blog entries.
1 11, 2018

Women in Sales, You Need Clarity Around Your Goals

2018-11-01T10:06:32-04:00 November 1st, 2018|News|

In a recent Sales Game Changers Podcast episode, Institute for Excellence in Sales President Fred Diamond and Gigi Schumm, the Senior VP of Worldwide Sales at Threat Quotient, explored some of the insights past guests had as women sales leaders. One thought-provoking topic that arose was the need for clarity around goals. On Ep. [...]

1 10, 2018

IES Announces Industry’s First Women in Sales Leadership Forum

2018-10-01T17:00:29-04:00 October 1st, 2018|News|

The Forum Will Equip Promising Young Professionals with the Skills Needed to be Successful Leaders October 2, 2018 - Vienna, Va. -The Institute for Excellence in Sales (IES) announced today the organization's first Women in Sales (WiS) Leadership Forum. The inaugural program will consist of six leader-led sessions over a fourth month period from November [...]

23 07, 2018

From the Client Side: The Different Translations of “No”

2018-07-27T20:06:57-04:00 July 23rd, 2018|Sales|

Special for the IES by Ryan Tollefsen, founder and team leader of Unity Home Group. “No.” It is such a short sentence, and yet it is so full of subtext. In sales, people have to get used to hearing the word pretty early on. Those who struggle to accept it when it is given straight may [...]

22 06, 2018

IES Announces 2018 Sales Excellence Award Winners

2018-06-22T14:02:45-04:00 June 22nd, 2018|News|

Carahsoft, Cvent, Learning Tree International, T. Rowe Price and WTOP Radio Win Awards; Achievement Awards Presented to Amazon Web Services’ Worldwide Public Sector Vice President Teresa Carlson and DC Region’s Top Realtor Keri Shull June 15, 2018 - Vienna, Va. - The Institute for Excellence in Sales (IES) announced today the five winners of the [...]

10 01, 2018

Can these tips from a former Gridiron star help you sell better?

2018-06-19T13:37:00-04:00 January 10th, 2018|Sales|

Mark Cerminaro gave some great insights into how you can provide more value to your customers by using data analytics. He also spoke about new ways to help your customers service their customers. A former college football quarterback, Mark had powerful insights into how to stay ahead of the competition and look short and long [...]

18 12, 2017

What are the two things you need to be effective in a sports marketing career?

2017-12-18T14:58:59-05:00 December 18th, 2017|Sales|

Patrick Duffy is the Senior Vice-President for Global Partnerships for Monumental Sports and Entertainment headquartered in Washington DC. Listen to his Sales Game Changers Podcast to hear the two things he says you need to do to be successful selling tickets and partnership to sports events. He's worked for the Washington sports franchises, The New [...]

15 12, 2017

Sales Performance Int’l Leaders Give Strategies for Cross-Selling and Upselling

2018-06-19T13:37:01-04:00 December 15th, 2017|Sales|

Katie Hanusik at Speakerbox was in attendance at the December 2017 IES Sales Excellence Program. She did a great job documenting what Tim Sullivan and Dario Prioli of Sales Performance International spoke about on the topic of upselling and cross-selling. Check out her article here! Here's an excerpt from the Katie's overview: When considering sales [...]

13 12, 2017

Here is one thing that is critical for sales success

2018-06-19T13:37:01-04:00 December 13th, 2017|Sales|

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 [...]

10 12, 2017

What are Three Critical Insights for Predictive Referral-Based Sales

2018-06-19T13:37:01-04:00 December 10th, 2017|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 [...]

30 11, 2017

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

2018-06-19T13:37:01-04:00 November 30th, 2017|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 [...]