sales

31 07, 2017

IES Excited to Bring on Two New Corporate Sponsors: Red Hat and The Keri Shull Team

July 31st, 2017|News|

We’re excited to bring on Red Hat and The Keri Shull Team as corporate sponsors this month. They join other great sponsors who are committed to helping selling professionals get better at the art and science of professional selling including ASHER Strategies, Sales Performance International, Vorsight and others. Red Hat is the world's leading provider [...]

13 07, 2017

IES Exec Director Fred Diamond Shares the Sales and Marketing Lesson He Got from a Retired Rear Admiral

July 13th, 2017|Sales|

By Fred Diamond, IES Executive Director Compaq, once the number one personal computer manufacturer on the planet, pulled a surprise move and hired retired Rear Admiral Don Weatherson, to lead the company into certain vertical markets including the public sector back in 1994. I worked in Don’s organization for a few years and learned my [...]

7 07, 2017

Andy Paul, Selling Today is Not Harder than Before. And, it’s Not Easier.

July 7th, 2017|Sales|

This article was published online on Andy Paul's archive site in June, 2017. The author, Andy Paul, is a popular sales speaker and podcaster who has featured IES CEO Fred Diamond on his show. Andy Paul hosts a popular podcast that features interviews with some of the leading sales authors and thought leaders on the planet, [...]

9 06, 2017

IES Announces 2017 Sales Excellence Award Winners

June 9th, 2017|News|

Dow Chemical, Softchoice, Dominion Electric Supply, Dell, Pure Storage, and Monumental Sports and Entertainment Win Awards; Achievement Awards to Red Hat Sales Leader Paul Smith and Deltek's Mary Beth Cockerham VIENNA, Va. - June 8, 2017 - PRLog -- The Institute for Excellence in Sales (IES) announced today the six winners of the 2017 IES [...]

8 02, 2017

Building a Strong Everyone’s in Sales Culture Webinar with ASHER Strategies

February 8th, 2017|Sales|

Here’s the recording of the powerful webinar we did with ASHER Strategies trainer Kyla O'Connell on February 8. The session goes deep into the emotional qualities sales people need to more successfully deal with their customers and build their sales culture.

2 02, 2017

The Elusive Critical Factor for Sales Success

February 2nd, 2017|Sales|

By Fred Diamond IES Executive Director I’ve been fortunate to have spent thousands of hours with some of the smartest sales leaders and thought leaders in the years since I co-founded the Institute for Excellence in Sales. I’ve been a witness to hundreds of sales professionals who have grown their careers by implementing the tactics [...]

30 01, 2017

Don’t Treat Clients Like Competitors! The Four Principles Of Trust-Based Selling

January 30th, 2017|Sales|

This article was published online at the TrustedAdvisor.com on January 30, 2017. The author, Charles Green, was a past speaker at the IES. The words “trust” and “selling” are rarely mentioned in the same sentence, and some people feel that “trust-based selling” is an oxymoron. That says something about the relationships between sellers and their [...]

18 01, 2017

Expert Interview Series: Advice For Sales Prospecting And Generating Useful Leads

January 18th, 2017|News|

This interview with IES Executive Director Fred Diamond originally appeared on the KiteDesk Expert Interview Series here. KITEDESK: The Institute For Excellence in Sales (IES) was created to grow excellence throughout the Sales operational process, to help sales teams optimize their efforts. To start, what did IES feel was missing, in the sales industry that [...]

17 01, 2017

IES Director Fred Diamond Interviewed for KiteDesk Expert Series

January 17th, 2017|Sales|

IES Executive Director Fred Diamond was interviewed by Eric Quanstrom, CMO at KiteDesk, as part of the KiteDesk Expert Interview Series. You can see the interview on the KiteDesk site here. The Institute For Excellence in Sales (IES) was created to grow excellence throughout the Sales operational process, to help sales teams optimize their efforts. [...]

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