May 11, 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.

Top sales professionals are now Moving Forward and looking for solutions for their customers at an unprecedented pace.

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, May 13, we feature sales leaders Dan Cole and Steve Richard.

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.

Gary Milwit, Executive Director, Learning & Organizational Development, The J.G. Wentworth Company:

The three questions that build rapport are to ask How? Why? And Can you tell me more about that? Ask any combination of these three questions six or more times early in the call and rapport turns to trust. The greatest differentiator between a Salesperson and Sales professional is trust.

Find Gary on LinkedIn.

Patrick Devlin, Chief BD Officer, Meridian Knowledge Systems:

Somebody said we’re all on the same boat but I’m a sailor and I’ll say that we’re not in the same boat, we’re in the same storm. The situation on anybody else’s boat might be very different than yours so try to really tune into that. You have some customers that are flourishing and you have some that you think might be but they’re not. The economic impact is not equal and you need to understand that.

Find Patrick on LinkedIn.

Tim Atkinson, Group Vice President, ACS Group:

We are in the most unique position to be able to “Plan” our Selling efforts, no more ‘ad hoc’ selling.  Take the time to thoroughly map out the balance of the Quarter and the second half of the year; Craft messaging for campaigns and stage the campaigns for the balance of the year, Build Hot Lists and fill your calendars with tasks, calls, activities to advance your relationships and ultimately your Selling efforts.  There will never be a better time than NOW, to Plan for Success.

Find Tim on LinkedIn.

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

Now is the time to contact your target prospects and see how you can be a resource for them.  Take some time to think strategically about what value you can offer.  Perhaps their current provider isn’t engaged or offering ideas that will really help them in the current situation.  Now is your time to shine.

Find Vince on LinkedIn.

Paul Borror, State and Local Accounts, Flexera:

Make sure your message/value/reason for contacting is 15 to 20 seconds in length.  That is an easy intro sentence on the phone or 2 short lines in an email.

Find Paul on LinkedIn.

Samantha McKenna, Founder, #samsales Consulting:

Active listening isn’t nodding + “mmm mmhmm”ing (FYI, if I do that to you, I’m absolutely not listening and likely thinking about cheese or what I’m eating next…), it’s listening and asking a follow up question that relates to what the person gave you as an answer to your first question. It’s telling a story that relates to the answer the person gave and asking another question that leads you and the other person down a path.

Find Samantha 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 four webcasts each week, plus 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.