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IES 7th Annual Lifetime Award Recipient is RedHat’s Paul Smith

The Institute for Excellence in Sales (IES) announced that Paul Smith, Senior Vice President and General Manager for Red Hat’s Public Sector business is the recipient of the IES seventh annual Lifetime Achievement award. Previous recipients include Art Richer and Steve Charles of immixGroup, Mark Weber of NetApp, Bruce Klein of Cisco and HP, Anne Altman […]

March 1st, 2017|News|

Change Your Daily Selling Habits. Become a Micro-Marketer, Sales Performance Int’l

This blog originally appeared on the Sales Performance International web site here.

Dario Priolo, Chief Marketing Officer at IES Gold Sponsor Sales Performance International, published an interesting article where he states that sales executives need to generate as much as 70% of their own leads., according to a a study conducted by CustomerThink and cited by […]

February 12th, 2017|Sales|

The Elusive Critical Factor for Sales Success

By Fred Diamond
IES Executive Director

I’ve been fortunate to have spent thousands of hours with some of the smartest sales leaders and thought leaders in the years since I co-founded the Institute for Excellence in Sales. I’ve been a witness to hundreds of sales professionals who have grown their careers by implementing the tactics and strategies […]

February 2nd, 2017|Sales|

IES Executive Director Fred Diamond Shares Critical Sales Success Tips on Sales Podcast

IES Executive Director Fred Diamond appeared on episode 29 of the Smart Sales Pro Podcast with Michael Mason. It’s a great interview with a lot of information and things to contemplate. Fred said that Michael was a pleasure to speak with and one of the most prepared interviewers he had worked with.
Key Takeaways from the […]

January 31st, 2017|Sales|

Don’t Treat Clients Like Competitors! The Four Principles Of Trust-Based Selling

This article was published online at the on January 30, 2017. The author, Charles Green, was a past speaker at the IES.

The words “trust” and “selling” are rarely mentioned in the same sentence, and some people feel that “trust-based selling” is an oxymoron. That says something about the relationships between sellers and their clients.

And […]

January 30th, 2017|Sales|

Is the 57% Statistic An Urban Legend?

This article was published in Sales & Marketing Management magazine online on January 26, 2017. The author, Tim Riesterer of Corporate Visions, was a past speaker at the IES.

Most marketers and sales pros have accepted the stat that says buyers are at least 57 percent of the way through the buying cycle by the time […]

January 27th, 2017|Sales|

IES Sponsor Vorsight Recognized by Virginia Governor for Massive Job Creation

Congratulations to longtime IES sponsor Vorsight, an outsourced demand generation firm that specializes in the first half of the sales cycle for B2B and B2G sales teams, for excellent recognition from Virginia Governor Terry McAuliffe and the Virginia Economic Development Partnership as noted in the January 25 press release, Governor McAuliffe Announces 112 New Jobs in Arlington […]

January 26th, 2017|News|

Building a Strong Sales Mindset Webinar with Monica Marusceac

Here’s the recording of the insightful webinar we did with Peak Performance leader Monica Marusceac on January 24. What could being a pilot teach you about sales? IES Director Fred Diamond answers that based on Monica’s experience in Call Me Moose: What a Marine Pilot Knows about Sales Mindset.


January 24th, 2017|Sales|

Call Me Moose: What a Marine Pilot Knows about Sales Mindset

By Fred Diamond
Executive Director, Institute for Excellence in Sales (IES)

I spoke recently with a Marine jet pilot who now helps selling professionals achieve greater success in their careers by using NLP and other mindset shifting techniques. In this blog, we talked about three processes military pilots use to get into the right state of mind […]

January 18th, 2017|Sales|

Expert Interview Series: Advice For Sales Prospecting And Generating Useful Leads

This interview with IES Executive Director Fred Diamond originally appeared on the KiteDesk Expert Interview Series here.
KITEDESK: The Institute For Excellence in Sales (IES) was created to grow excellence throughout the Sales operational process, to help sales teams optimize their efforts. To start, what did IES feel was missing, in the sales industry that prompted […]

January 18th, 2017|News|