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 [...]
Once again, professionals who must develop business in the Mid-Atlantic region have a unique opportunity to learn from some of the top sales thought leaders, authors, and speakers in the world. The Institute for Excellence in Sales (IES) has been bringing world-class sales speakers to the DC region for nearly half a decade and is [...]
Like most sales leaders, we follow Agile Selling author Jill Konrath. We were thrilled to have her speak at the IES in April 2014. In this video blog, she addresses another one of our major topics: sales grit. Check out her video. The complete text is below. This video originally appeared on Jill's website. Jill [...]
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 [...]
Fred Diamond is the co-founder of the Institute for Excellence in Sales (IES). Something very exciting happened to me during the last two weeks in December that I will share with you. I heard from three business associates who had gained new clients directly from referrals I made on their behalf. This was great news [...]
Best wishes for a happy and profitable 2016 to all IES Members and Sponsors. We just finished our best year ever and are thrilled for what we have teed up for you in 2016. Here is some information you need to know. 2015 Program Review: 2015 was the most exciting year to date at the [...]
Perhaps you have the same question. A sales leader at a Maryland-based financial services company called me last Friday to ask if her team will learn anything new at the Customer Acquisition Symposium (CAS) we’re holding on November 13. Let’s see: Six of the top sales thought leaders and speakers in the country will speak [...]
This blog first appeared on Kendra Lee's web site titled 14 Strategies and 1 Example You Can Use to Generate Leads. The photo above was taken when Kendra spoke at the September 25 IES program in McLean, Virginia. Two of the biggest mistakes sales and marketing teams make are giving up too early on prospects [...]
It is the core ingredient of aspiration and achievement. It sustains you, the tougher things get. And it is what fuels an individual, team or organization to endure, prevail, and win. Scratch the surface of any successful achievement, and you will find GRIT. Workshop attendees at a recent program of the Institute for Excellence in [...]
