Here’s the recording of the insightful webinar we did with Peak Performance leader Monica Marusceac on January 24. What could being a pilot teach you about sales? IES Director Fred Diamond answers that based on Monica's experience in Call Me Moose: What a Marine Pilot Knows about Sales Mindset. Enjoy.
By Fred Diamond Executive Director, Institute for Excellence in Sales (IES) I spoke recently with a Marine jet pilot who now helps selling professionals achieve greater success in their careers by using NLP and other mindset shifting techniques. In this blog, we talked about three processes military pilots use to get into the right state [...]
IES Executive Director Fred Diamond was interviewed by Eric Quanstrom, CMO at KiteDesk, as part of the KiteDesk Expert Interview Series. You can see the interview on the KiteDesk site here. The Institute For Excellence in Sales (IES) was created to grow excellence throughout the Sales operational process, to help sales teams optimize their efforts. [...]
This article originally appeared on the VantagePoint website. It was written by past IES speaker Michelle Vazzana, co-author of Cracking the Sales Management Code. When it comes to sales managers coaching their sellers, there is a significant gap between what companies intend to do and what they end up doing. Here’s a look at what’s [...]
IES Gold Sponsor Sales Performance International makes their annual sales professional predictions. Written and compiled by SPI Chief Marketing Officer Dario Priolo, the must read report states, "The sales profession is always changing, because sellers must constantly adapt to changes in economic, political, cultural, and market forces. As the world changes, so too must salespeople [...]
"The Referral Coach," Bill Cates, has spoken at the IES numerous times. This blog originally appeared on his web site here. Sure, being different or unique can help you grab the attention of some prospects. But “what makes you different” is NOT what makes you compelling – moving a prospect to take action. Being unique [...]
By Lee Salz, September 2016 IES speaker. On March 22, 2002, the Wall Street Journal ran an article announcing that United Airlines was changing from Coke to Pepsi on its planes and ending a multi-decade relationship with Coke. Most people probably didn’t read the article, but the subject is fascinating given what was happening in [...]
This blog was originally posted by Kendra Lee on her site in April 2016. She listed it as one of her top 2016 posts on her year end review. One of the most frustrating things for a sales rep is when the prospect you had a great conversation with goes silent and starts avoiding you. [...]
This blog was originally posted on Linked In by John Asher here. How Do I Know The APQ Assessment Will Guarantee I Won’t Make The $150K Hiring Mistake? All too often a sales manager will hire a candidate on shallow premises, such as a polished appearance and impressive resume. Many assume that if an applicant [...]
This article originally appeared on past IES speaker Mike Weinberg's The New Sales Coach web site. I’ve got bad news and good news about your prospecting call. The bad news is that, most of the time, regardless of how well you’ve done in the early stages of the prospecting phone call (right mindset, good voice [...]
