The 2016 IES Program Year is underway! We kicked it off with a monster program from neuroscience and sales expert Umar Hameed (pictured above). We beat the Snowzilla by three hours. Over 100 sales professionals attended, learned, networked and got home in plenty of time to hunker.

Umar’s Offer: Umar got us off to a great start with his program on building a more powerful sales mindset. The program was so well received that he offered IES members free access to his online presentation “Mind Training For Leaders And Salespeople.” Just click on this link to get it.

2016 Speaker Program Announced: The 2016 Program Year is complete!  We’re bringing Neil Rackham, author of Spin Selling back to the IES Big Stage. Neil is one of the creators of the consultative sale. You don’t want to miss this program! We have a strong list of speakers including Bill Cates, Kyla O’Donnell, Maribeth Kuzmeski, Lee Salz, and Alan Gregerman. Go to the 2016 Program Page for the complete list of speakers.

February 26 Program: Be sure to register for the February 26 IES program featuring Nancy Bleeke, author of “Conversations That Sell.” She’ll be addressing ways to sharpen your sales process with effective communications, conversations, and collaboration. Remember to register with your code. If you don’t have your code, contact Giannina Velez.

Asher Strategies Offers Discount to IES Members: IES Gold Sponsor Asher Strategies offers its Top Ten Selling Skills Seminar to IES members and associates at a 10 percent discount. Use the discount code IES when registering.The next one is on March 3 at the Army-Navy Club in Washington DC. I’ve attended this class before, as have other IES members, and have learned a great deal. I recommend you take the class and bring a teammate or two. Thanks to John Asher for offering the discount.

Member Referrals: Members always ask how they can invite their friends or colleagues to become members of the IES. Members can always give out the promo code memberfriend to colleagues, associates, or co-workers to save $20 for any program. Also, whenever someone you refer to the IES becomes an Achiever or Elite member, we’ll send you a check for $100 right away. We love to send out those checks. Just sent an email us with the name of your referral and once they sign up, we’ll send the check right out.

New Member Model Launched: We’re excited to announce new membership levels with additional features and benefits for sales professionals. The pricing for the new levels ranges from $199/year to $979/year. New membership features include participation in the mentor/protégé program, webinars with IES speakers, and access to richer sales leadership content. View the Membership section for details.

2016 IES Sponsors: Some great companies sponsor the IES, either at a Gold or Silver level. IES Gold Sponsors are Asher Strategies, ImmixGroup and Sales Performance International. Silver Sponsors are Wexler Consulting, Access National Bank, ADP, AHT Insurance, appnetic, Big Swift Kick, NetApp, Sage Communications, Target Marketing Group, Vorsight and the Washington Business Journal. If you’d like an introduction to anyone at these companies, email

Best wishes for a profitable 2016!