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 [...]
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 [...]
This article was published online on Mike Kunkle's Transforming Sales Results website. on March 11, 2017. Kunkle helps companies improve sales performance through disciplined and focused execution of a systems approach to sales (sales selection, sales support, sales learning, and sales management systems), which includes talent management, sales process, sales methodology, and sales technology. In this [...]
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 [...]
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 [...]
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.
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 [...]
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 [...]
This article was published online at the TrustedAdvisor.com 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 [...]
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 [...]
