Sales Leaders Urge Their Reps to Focus on Bringing More Value Than Ever to Customers

Apr. 27, 2020 – Vienna, Va. -As a continuing service to sales professionals around the globe, the Institute for Excellence in Sales (IES) asks past guests of its award-winning Sales Game Changers Podcast for tips each week.

As the global COVID-19 Pandemic continues, the challenges facing sales professionals continues to grow.

Learn about IES live webcast learning events including our weekly Wednesday at 2pm EST panel discussion with top sales leaders, including those below, 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.

This week, April 29, we feature Cvent sales leader Brian Ludwig and WTOP’s Jeffrey Wolinsky.

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

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

Tim Atkinson, Group Vice President, ACS Group:

Even if you can’t make a sale ‘TODAY’, find a way to add value to your STAKEHOLDERS every day;. Send a thoughtful, sincere note. Share an article of interest you read. Point them in the direction of interesting Blog or company Website. Share a Webinar/Virtual Meeting invite on a germane topic. Some keys words to think about are ATTITUDE – it’s a choice; EMPATHY – you don’t know the journey “they” are on;  and OVER-COMMUNICATE – to team members, clients, and prospects but with the above two items in mind.

Find Tim on LinkedIn.

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

This is a great time to invest in training to ensure your team is developing new skills and staying sharp.  Several training companies have offered to host a “free” one-hour webinar on a variety of topics .  Great information for the team, while providing an opportunity for the trainer to show us what they can do, in order to cultivate future business opportunities.

Find Vince on LinkedIn.

Patti Dumas, Sr. VP Sales, MOSAIC:

Never stop sharing ideas and asking questions!  Each member on our team has had very interesting conversations with clients just to connect and see how they are doing and each week we discuss these to help put together solutions and stories to then share with clients.  This has resulted in 2 new client offerings based on what we have heard they need.

Find Patti on LinkedIn.

Christopher Ware, Vice President of Business Development, NAIOP:

Stop sending follow up emails that start with “did you read my last email?” You are reminding them that they deleted your email once already. If that was the right call then, then it is likely the right call now. You are better off just sending the last email again. Better still, keep the main body of your original email – the one they ignored – and change the intro.

Find Christopher 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 globe. The IES produces the award-winning Sales Game Changers Podcast and runs the IES Women in Sales Leadership Forum. The mission of the IES is to help sales leaders acquire, retain, motivate, and elevate top-tier sales talent. Contact the IES at A complete list of upcoming IES programs including our 4 award-winning weekly webcasts, can be found here.