This article was published online on Mike Kunkle's Transforming Sales Results website. on March 11, 2017. Kunkle helps companies improve sales performance through disciplined and focused execution of a systems approach to sales (sales selection, sales support, sales learning, and sales management systems), which includes talent management, sales process, sales methodology, and sales technology. In this [...]
This article originally appeared on the BizJournals web site. It was written by past IES speaker Lee Salz. I recently received a phone call from a frustrated executive: “Lee, I just read a proposal that one of our salespeople sent to a prospect and I fell off of my chair. It was an embarrassment to [...]
By Lee Salz, September 2016 IES speaker. Every executive shares the same dream: “I’m going to hire a great salesperson who brings millions of dollars of business with him, already knows how to sell our stuff, and I will master my golf swing.” This is a wonderful dream, but it is just that — a [...]
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 [...]
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 [...]
Tim Sullivan, Director, Sales Performance International, originally spoke at the IES in April 2015. The response to his presentation on The Collaborative Sale was huge. In this compelling blog he discusses why likability is not all that a good "relationship seller" needs to be successful. This blog originally appeared on Sales Performance Review. A few weeks ago, I facilitated a [...]
The Institute for Excellence in Sales (IES) has been bringing the top sales speakers in the world to the Washington DC (Capital) region for nearly half a decade and the next two speakers will help us raise the bar even higher. IES programs are designed to help sales professionals take their game up a notch in the [...]
