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 Weinberg’s Classic Article on #SocialSelling-Only and Inbound-Only Prospecting is Dead Charlatans

This blog post originally appeared on Mike Weinberg’s Insider Insights on May 1, 2017. Mike was a past IES speaker. IES executive director Fred Diamond called it the Jerry Maguire treatise for professional selling.

Ladies and Gentlemen of the Jury…

For six years I’ve been prosecuting the case against what several of my friends and I have […]

May 2nd, 2017|Sales|

Do Sales Mentors Really Make a Difference? At First, I Was Skeptical. But I Was Wrong.

By Fred Diamond, IES Executive Director

The IES mentor program has been one of those experiments that surprised me, because our members – those new to the sales profession and those who are quite seasoned – took advantage of it faster than I could imagine. It’s been such a success that the program has grown way […]

March 29th, 2017|Sales|

IES Executive Director Interviewed on The Sales Evangelist Podcast

IES Executive Director Fred Diamond was interviewed on The Sales Evangelist podcast by Donald Kelly. Fred said it was one of the best interviews he had ever participated in. The podcast is described as follows:

“One of the qualities of top salespeople is their willingness to do whatever it takes to close the deal. How about […]

March 17th, 2017|Sales|

Help! My salespeople can’t write!

This article originally appeared on the BizJournals web site. It was written by past IES speaker Lee Salz.

I recently received a phone call from a frustrated executive: “Lee, I just read a proposal that one of our salespeople sent to a prospect and I fell off of my chair. It was an embarrassment to our […]

February 14th, 2017|Sales|

Change Your Daily Selling Habits. Become a Micro-Marketer

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|