29 11, 2017

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

November 29th, 2017|Sales|

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 [...]

27 11, 2017

Three Things that Lead to Exceptional Sales Success

November 27th, 2017|Sales|

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 [...]

20 11, 2017

Simplifying the Message Will Lead to Major Sales Gains

November 20th, 2017|Sales|

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 [...]

17 11, 2017

Sales success is all about these three things

November 17th, 2017|Sales|

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 [...]

15 11, 2017

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

November 15th, 2017|Sales|

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 [...]

6 11, 2017

Examples Abound for Excellence in Corporate Sales Training Services in Virginia

November 6th, 2017|Sales|

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 [...]

18 09, 2017

Challenger Sale Update Highlights, September IES Program

September 18th, 2017|Sales|

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 [...]

30 08, 2017

Four Ways to Successfully Sell to Your Friends

August 30th, 2017|Sales|

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 [...]

3 08, 2017

Is Lying the New Black in Professional Sales?

August 3rd, 2017|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 [...]

18 07, 2017

Stimulate the Old Brain in Your Customer to Improve Sales

July 18th, 2017|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 [...]

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