IES Brings Executable Ideas from Global Sales Leaders on How You Can Transform Your Sales During COVID-19 and Beyond

Apr. 6, 2020 – Vienna, Va. -Each week, the Institute for Excellence in Sales seeks guidance and advice from the sales leaders we interview for our award-winning Sales Game Changers Podcast.

Every Monday, we post tips and ideas from these sales leaders.

What must you do TODAY if you’re in #Sales to survive and thrive, especially during the COVID-19. Creativity is a critical characteristic of high-performing sales leaders.

What are things you should do TODAY to keep your process on track and moving forward.

You can learn about each of the sales leaders below by listening to their Sales Game Changers Podcast episode. Just click on their name.

Learn about Institute for Excellence in Sales live webcast learning events including our weekly Wednesday at 2pm EST panel discussion with top sales leaders discussing what they are doing today to solve sales and business problems and to learn how they are motivating the sales professionals on their teams to succeed.

Click here to register for this week’s interactive webcasts.

Susan Lee, Group Vice President, MOI:

Take time to recognize the team that supports you. We are often moving so fast that sometimes we forget to thank those who support the selling efforts day in and day out. 

Find Susan on LinkedIn.

Vince Burruano, Vice President Sales, Commercial Division, JK Moving:

Since most people are working from home, it can be difficult to reach them by phone.  But we have discovered is that clients, and prospects, are reading and responding to emails with a much greater frequency.  In some cases, not only are we getting an email response, but, more importantly, the opportunity to schedule a phone call or virtual meeting.  In some cases, we are doing the early qualification process entirely by phone or video – which allows us to stay safe, keep others safe, while still developing future business and serving our clients.

Find Vince on LinkedIn.

Paul Borror, Major Accounts, State and Local Government Sales, Flexera:

Remember to always build a coalition of the willing.  You need a team inside the customer and insider your company to make sure you are covering the customer’s needs from all angles and your company can provide the complete solution.

Find Paul on LinkedIn.

Jennifer Fisher, Vice President, Higher Education, WorldStrides.

Now is the time to reach out to prospective clients. Share value, knowledge and freely give information – this is how you build trust and become a trusted advisor!

Find Jennifer on LinkedIn.

Eric Trexler, Vice President, Forcepoint:

The new normal, as I call it, is changing constantly. Understand what that is, work with friends, work with peers, try to figure it out.

Find Eric on LinkedIn.


About the Institute for Excellence in Sales

The IES provides a wealth of services to sales leaders and their teams at companies large and small throughout the Mid-Atlantic region and across the U.S. It is an unbiased and trusted partner for the delivery of sales programs, speakers, training, services and products. The IES also produces the award-winning Sales Game Changers Podcast and runs the IES Women in Sales Leadership Forum. Contact the IES at A complete list of upcoming IES programs can be found here (