Sales

/Sales

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|

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|

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 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|

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|

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 4, Sales Learning

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 […]

June 6th, 2017|Sales|