Sales

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Here is one thing that is critical for sales success

Paul Andrews is the Chief Revenue Officer for PennWell, is a business-to-business events, media, and marketing services company

On the Sales Game Changers Podcast, he spoke about how critical it is to be an expert in your customer’s industry to increase your chances of success.

Listen to the Sales Game Changers Podcast Episode 26: PennWell’s Paul Andrews Says Becoming […]

December 13th, 2017|Sales|

What are Three Critical Insights for Predictive Referral-Based Sales

Mike Garrison is a referral-based selling expert based in Roanoke, VA.

On the Sales Game Changers Podcast, he spoke about strategies for growing your sales with a smart, no-bs referral-based approach.

Listen to the Sales Game Changers Podcast Episode 23: Mike Garrison Shares Three Critical Insights on Predictive Referral-Based Sales and read the transcript.

Here’s an excerpt from the […]

December 10th, 2017|Sales|

How Can You Best Use a Mentor to Grow Your Sales?

Gary Milwit is the President and Chief Operating Officer at Stone Street Capital, headquartered in the D.C.

On the Sales Game Changers Podcast, he spoke about mentors who helped him launch his career and things he learned on the high school football fields that he applied to the sales floor.

Listen to the Sales Game Changers Podcast […]

November 30th, 2017|Sales|

Why is Knowing the Buyer Journey So Important for Sales Success?

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 Burns Shares […]

November 29th, 2017|Sales|

Three Things that Lead to Exceptional Sales Success

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 career […]

November 27th, 2017|Sales|

Simplifying the Message Will Lead to Major Sales Gains

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 can […]

November 20th, 2017|Sales|

Sales success is all about these three things

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 3,000 […]

November 17th, 2017|Sales|

How Preparation, Hard Work, and Using Data Will Lead to Sales Success

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 […]

November 15th, 2017|Sales|

Examples Abound for Excellence in Corporate Sales Training Services in Virginia

Every spring, the Institute for Excellence in Sales recognizes companies with the best sales training programs at our annual Sales Excellence Award event in Northern Virginia. Each year, over 60 companies from Virginia and around the United States submit nominations to be recognized as one of the best corporate sales training programs. The 8th Annual […]

November 6th, 2017|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|