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Challenger Sale Update Highlights, September IES Program

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 the key points Brent made in her excellent LinkedIn post.

She summarizes Brent’s key messages.

Give up on the fantasy of winning a science or technology […]

September 18th, 2017|Sales|

IES Excited to Bring on Two New Corporate Sponsors: Red Hat and The Keri Shull Team

We’re excited to bring on Red Hat and The Keri Shull Team as corporate sponsors this month. They join other great sponsors who are committed to helping selling professionals get better at the art and science of professional selling including ASHER Strategies, Sales Performance International, Vorsight and others.

Red Hat is the world’s leading provider of […]

July 31st, 2017|News|

Stimulate the Old Brain in Your Customer to Improve Sales

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, but what does that mean? Watch this short video for a crisp, in-depth discussion about how you should be talking to your prospects to get […]

July 18th, 2017|Sales|

IES Executive Director Fred Diamond Appears on Sales Integrity Podcast #54

IES Executive Director enjoyed appearing on Sean Piket’s Sales Integrity Podcast #54 “Achieving Sales Excellence.” Fred sais it was one of the best interviews he ever participated with Sean asking a wide range of questions that spanned the entire professional selling process.

Here’s the description of the podcast on the Sales Integrity site:

Fred Diamond is the […]

July 12th, 2017|News|

Mike Kunkle, Transform Your Sales Results – Part 5, Sales Management

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 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 […]

July 10th, 2017|Sales|

Andy Paul, Selling Today is Not Harder than Before. And, it’s Not Easier.

This article was published online on Andy Paul’s archive site in June, 2017. The author, Andy Paul, is a popular sales speaker and podcaster who has featured IES CEO Fred Diamond on his show.

Andy Paul hosts a popular podcast that features interviews with some of the leading sales authors and thought leaders on the planet, many […]

July 7th, 2017|Sales|

Alex Goldfayn, The Discomfort With Accountability

This article was published online on Alex Goldfayn’s website. on June 19, 2017.  Alex Goldfayn, a past speaker at the IES, is the author of the best-selling The Revenue Growth Habit, The Simple Art of Growing Your Business by 15% in 15 Minutes Per Day. In his latest blog, he speaks to how sales managers and […]

June 30th, 2017|Sales|

Women in Sales Award Winner Mary Beth Cockerham Discusses Sales Strategy

Deltek Sales Vice President Mary Beth Cockerham was awarded the Institute for Excellence in Sales (IES) inaugural Women in Sales Leadership Award at the June 6 IES award event. She has been a sales leader for over 30 years, starting at Sun Microsystems in 1986 before joining INPUT in 2006. In 2010, Deltek acquired INPUT and Mary […]

June 23rd, 2017|News|

Red Hat’s Paul Smith Honored with IES Lifetime Achievement Award

This post originally appeared on the official Red Hat company blog here.

FROM THE RED HAT OFFICIAL COMPANY BLOG: We are pleased to share that the Institute for Excellence in Sales (IES) announced that Paul Smith, senior vice president and general manager for Red Hat’s Public Sector business was named the recipient of the IES 7th […]

June 18th, 2017|News|

IES Announces 2017 Sales Excellence Award Winners

Dow Chemical, Softchoice, Dominion Electric Supply, Dell, Pure Storage, and Monumental Sports and Entertainment Win Awards; Achievement Awards to Red Hat Sales Leader Paul Smith and Deltek’s Mary Beth Cockerham

VIENNA, Va. – June 8, 2017 – PRLog — The Institute for Excellence in Sales (IES) announced today the six winners of the 2017 IES sales […]

June 9th, 2017|News|