30 07, 2018

How Neuro-linguistic Programming (NLP) Can Give You a Selling Edge

July 30th, 2018|Sales|

On the Sales Game Changers Podcast, the world-class sales leaders we interview share secrets to their continued success. A common strategy that many of our guests said they deploy is neuro-linguistic programming (NLP).  Even though the term has been around since the 1970s, many sales leaders are still discovering its value. If you’re looking to [...]

23 07, 2018

From the Client Side: The Different Translations of “No”

July 23rd, 2018|Sales|

Special for the IES by Ryan Tollefsen, founder and team leader of Unity Home Group. “No.” It is such a short sentence, and yet it is so full of subtext. In sales, people have to get used to hearing the word pretty early on. Those who struggle to accept it when it is given straight may [...]

10 01, 2018

Can these tips from a former Gridiron star help you sell better?

January 10th, 2018|Sales|

Mark Cerminaro gave some great insights into how you can provide more value to your customers by using data analytics. He also spoke about new ways to help your customers service their customers. A former college football quarterback, Mark had powerful insights into how to stay ahead of the competition and look short and long [...]

5 01, 2018

What are Two Strategies to More Effectively Anticipate Your Prospect’s Challenges

January 5th, 2018|Sales|

Joy Newton Grubb has had a very successful career in sales at numerous companies in the office built environment. Listen to her Sales Game Changers Podcast to understand how she learned how to anticipate her customer's office system needs to be a more effective partner. You can apply this skill to grow your sales as well. [...]

3 01, 2018

How Important is Urgency in Growing Your Sales Career?

January 3rd, 2018|Sales|

Samantha McKenna is an award-winning leader who serves as a Regional Vice-President of Sales for ON24. She’s a thought leader and speaks across the country on topics covering women and tech, sales and leadership, alongside topics of domain creation, sales and content marketing and how it all comes together to impact sales. Listen to her Sales [...]

18 12, 2017

What are the two things you need to be effective in a sports marketing career?

December 18th, 2017|Sales|

Patrick Duffy is the Senior Vice-President for Global Partnerships for Monumental Sports and Entertainment headquartered in Washington DC. Listen to his Sales Game Changers Podcast to hear the two things he says you need to do to be successful selling tickets and partnership to sports events. He's worked for the Washington sports franchises, The New [...]

15 12, 2017

Sales Performance Int’l Leaders Give Strategies for Cross-Selling and Upselling

December 15th, 2017|Sales|

Katie Hanusik at Speakerbox was in attendance at the December 2017 IES Sales Excellence Program. She did a great job documenting what Tim Sullivan and Dario Prioli of Sales Performance International spoke about on the topic of upselling and cross-selling. Check out her article here! Here's an excerpt from the Katie's overview: When considering sales [...]

13 12, 2017

Here is one thing that is critical for sales success

December 13th, 2017|Sales|

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 [...]

10 12, 2017

What are Three Critical Insights for Predictive Referral-Based Sales

December 10th, 2017|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 [...]

30 11, 2017

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

November 30th, 2017|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 [...]

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