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|

Building a Strong Everyone’s in Sales Culture Webinar with ASHER Strategies

Here’s the recording of the powerful webinar we did with ASHER Strategies trainer Kyla O’Connell on February 8. The session goes deep into the emotional qualities sales people need to more successfully deal with their customers and build their sales culture.

February 8th, 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|

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|

IES Director Fred Diamond Interviewed for KiteDesk Expert Series

IES Executive Director Fred Diamond was interviewed by Eric Quanstrom, CMO at KiteDesk, as part of the KiteDesk Expert Interview Series. You can see the interview on the KiteDesk site here.
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 […]

January 17th, 2017|Sales|

SPI’s 2017 Predictions for the Sales Profession

IES Gold Sponsor Sales Performance International makes their annual sales professional predictions.

Written and compiled by SPI Chief Marketing Officer Dario Priolo, the must read report states, “The sales profession is always changing, because sellers must constantly adapt to changes in economic, political, cultural, and market forces. As the world changes, so too must salespeople respond. […]

January 11th, 2017|Sales|