By Lee Salz, September 2016 IES speaker. On March 22, 2002, the Wall Street Journal ran an article announcing that United Airlines was changing from Coke to Pepsi on its planes and ending a multi-decade relationship with Coke. Most people probably didn’t read the article, but the subject is fascinating given what was happening in [...]
This blog was originally posted by Kendra Lee on her site in April 2016. She listed it as one of her top 2016 posts on her year end review. One of the most frustrating things for a sales rep is when the prospect you had a great conversation with goes silent and starts avoiding you. [...]
If you had the chance to ask 6 sales experts in a safe, quiet environment, how to get better at sales, would you? What would you ask? Well, you’ll have your chance on Friday, November 18 in Tysons Corner, VA. One notion that continues to intrigue me is that “You are the average of the [...]
VIENNA, Va. - Oct. 31, 2016 --- The Institute for Excellence in Sales (IES) announced today its speakers for the second annual Customer Acquisition Symposium (CAS), the organization's flagship conference. It will be held on Friday, November 18 in Tysons Corner. The day will feature Ted-Like talks from six leading sales and leadership speakers plus [...]
By Fred Diamond, IES Executive Director It was on a sales call when I worked at Apple back in the glory days when I truly learned that sales professionals need critical support within their own organizations to be successful and that employees in those organizations must understand that they exist to support the drive to [...]
Dawna Newcomb is a sales strategy consultant and coach with Bold Strategies Coaching and Consulting. She is a member of the IES. This blog originally appeared on LinkedIn here. Nothing of value is produced without some degree of tension. It is a common misconception that successful sales representatives befriend, flatter, or entertain their way into a [...]
Two years ago, an Institute for Excellence in Sales (IES) supporter suggested that the IES create a program designed specifically for professional women in sales – to help them grow their business and sales careers. We went ahead and created a speaker-based program just for women that replicated what the IES was already doing. We [...]
While sales professionals in the DC region have been fortunate to learn at IES programs from dozens of world-class speakers and experts, Neil Rackham is arguably the most well-known and respected sales thought leader in the space. He’ll be speaking for the second time at the IES on May 20 in Tyson’s Corner. In this [...]
Vienna, VA, March 17, 2016 – Today the Institute for Excellence in Sales (IES) launched a new Mentoring Program for Sales Professionals in the Mid-Atlantic region. The Mentor Program is a major feature of the newly renovated IES membership program. The IES announced that four new membership levels are available for sales professionals. The four new [...]
Women In Sales Update Since our launch in Spring of 2016 and awesome "Selling Edge" conference that Fall, IES' Women in Sales (WiS) Program has become a powerhouse of IES programming. For 2017, our programs centered on candid and compelling panel discussions and workshops aimed at providing valuable, immediately applicable information in an welcoming environment [...]
