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 [...]
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 [...]
Darrell Gehrt is a vice-President of Sales at Cvent, the largest event technology company in the world headquartered in the D.C. Metro area. On the Sales Game Changers Podcast, he gives exceptional guidance for sales professionals on the way up. A key message is to simplify your message as much as possible so that customer [...]
Ben Mathew is Senior Vice President at Accel Partners and Salesforce Ventures backed CARTO. On this podcast, he shares his thoughts about how you can achieve a higher level of sales success if you focus on attitude, aptitude and execution. He also tells a great story of how he saved a huge deal by travelling [...]
Hobson's senior sales leader Paul McConville shares his insights into how to take your sales career up a notch. He discusses the value of a strong work ethic, preparation, and how to use data to make sales decisions. He also tells a great story of how he saved a huge deal with one of the [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
