Institute for Excellence in Sales

Attend the final Big Stage program of the year! In-person in Reston, Virginia and live around the globe virtually. Register at https://cvent.me/DEQDyR

We are excited to see many of our friends at the GAIN Conference on Thursday. Please join us if you haven't registered yet.

🤔 QUICK QUESTION: Do you ever think about how different your job as a sales professional may be in other parts of the world? 🙋🏻♂️ I do, but, then again, I run the Institute for Excellence in Sales and we're always looking for how effective sales professionals are no matter where they are located. I'm also asking because on today's #SalesGameChangersPodcast, we interview two top sales leaders who are located in #SouthAfrica. It was a fascinating podcast. We mainly focused on the current state of sales coaching and what they're doing to make their people more effective. EPISODE 703: Revitalized Sales Coaching for Sustained Growth from Top South African Sales Experts Alan Versteeg and James Hickman 👂🏻📖 Listen to or read the transcript at https://lnkd.in/eYgESHij. Reflect and act on their advice. 🌟 JAMES’ TIP: “Take 5 to 10 minutes, sit down and write down, out of this podcast or any of the other podcasts you’ve listened to on the channel, what is it you are going to go and do? Set yourself timelines to that and book a meeting now for a week or two weeks to sit down and review how you’ve progressed along those actions. None of what’s been said on this podcast or any of the others is any value unless it’s implemented and actioned. That’s the only way to get results.” ⭐ ALAN’S TIP: “If you’re a salesperson, make it a profession. That mindset will change everything. If you’re a sales manager, realize you’re there to grow salespeople that grow sales, not grow sales. That mindset will serve you everywhere. If you’re an organization, realize that nothing happens until you make a sale. As the leader, start aligning the organization behind the sales.” ❓ Ever spend time in South Africa? If you're in sales, what's a tip for success there?

🤔 QUICK QUESTION: Are you curious about what personal, social, or charitable interests your prospects have? 🙋🏻♂️ I'm asking because one of the classic things they taught you in sales training way back when was to survey your prospect's office and find something that might interest them. "Oh, I see a photo of a boat. Do you sail?" Hopefully, that would incline them to engage in a more personal conversation. Prospects are busier than ever so chit-chat about minor hobbies doesn't work anymore, but showing genuine interest in things they are passionate about might, such as charities or community projects might. I discussed this with Anna Frazzetto on today's #SalesGameChangersPodcast. Thanks 🎉 🎉 Jennifer S. Ives for the intro. She said: ⭐ Find out something that you don’t know about them. Do specific research. 🌟 If you’re selling to a C-level person, maybe they belong to a certain committee that you didn’t know about. 💫 Find out something new. Every bit of information helps out. ⭐ Regardless of what you’re selling, is to have that level of detail and understanding of the client that you are about to go and pitch a solution. 🎤 EPISODE 702: Sales Leadership Insights from Staffing Industry Digital and Revenue Expert Anna Frazzetto 📖👂🏻 Listen to the show or read the transcript at https://lnkd.in/eegspnKq. ❓How curious are you about what your prospects are committed to personally or charitably?

🤔 QUICK QUESTION: Are you familiar with the concept of #DigitalSalesRooms? 🙋🏻♂️ I'm asking because according to Allego President Mark Magnacca, Gartner has said that by 2026, 30% of all #B2B sales interactions will flow through digital sales rooms. On today's #SalesGameChangersPodcast, we discuss what they are, why they benefit your customers, and how one sales leader has deployed them at his company. Said Mark Magnacca: "If you think about a classic stereotype of sales pushing, the DSR transforms that whole dynamic so that you are seen as a trusted expert who can curate the right content and help people go through the buyer’s journey at their own pace and be able to interact with them, giving them what they want when they want it, and be able to scale it to a larger number of people rather than just in the one-to-one era. That’s a brief overview of what is it and why should you care." We went deep into why The Hillman Group is deploying them. Whenever you go into a Lowes, Home Depot, or a Walmart, they make the key cutting equipment and other things. Listen to the show to get a deeper understanding about the B2B sales process in the hardware world. Mark Lonzo spoke about how using a DSR deepens the trusted relationship and enhances the consultative abilities of his salespeople, beyond standard product transactions. 🎤 EPISODE 701: Mastering Digital Sales Rooms with Allego President Mark Magnacca & The Hillman Group’s Mark Lonzo 👂🏻📖 Listen to the show or read the transcript at https://lnkd.in/eAx6niQj. 🎙️Subscribe and rate the podcast at http://bit.ly/sgcitunes ❓Are you aware of similar trends in the #RevenueEnablement space?

🤔 QUICK QUESTION: In 8 words or less, what is the state of professional #B2B sales? 🙋🏻♂️ I'm asking because on today's #SalesGameChangersPodcast, 🧭Zachary Gropper from Insight Revenue and I discuss where we are and the major considerations #SalesProfessionals must be taking to be successful today. These are topics that we discuss every day on the podcast, and Zach's team concisely documented them in their "State of Revenue" report which can be found at https://lnkd.in/egFrSpWd. 🎤 EPISODE 699: State of B2B and SaaS Sales Effectiveness with Zach Gropper and Jonathan Tice 👂🏻📖 Listen or read the transcription at https://lnkd.in/ewXmnhvp. 🎙️Subscribe and rate the podcast at http://bit.ly/sgcitunes [Take your career up a notch at the next Institute for Excellence in Sales Big Stage Program on October 10. "How to Get Your Customers to Tell You the Truth" with Steven Gaffney. https://cvent.me/kZdkRo] On the podcast, we discussed: 💫 Awareness building: how to make sure that prospects have high levels of awareness around what the company does and the kinds of customers the company serves ⭐ Unique insights: having messages to communicate unique insights on how the company solves customer problems 🌟 ICP: Having an Ideal Customer Profiles (ICP) to help effectively target prospects who need the service Zach also was involved with the development of the hashtag #ChallengerSale. We discussed how that concept has aged and its impact. Matt Dixon Brent Adamson. ZACH’S TIP: “If you’re in a commercial leadership position, sales, marketing, go to the leaders across that team and make sure you have something on your calendar every week where you’re getting together and talking across those functions about your customer. It’s another way you can better align your organization. You’re all playing, it’s teams selling to buying teams, and that’s how you can be a better partner and build better quality business.” ❓What's the state of professional B2B sales?

At today's IES Women in Sales Leadership (WISL) Elevation Conference at the Carahsoft Conference and Collaboration Center, money expert Marin Laukka, MA led a great session on owning your own value. She engaged in some deep interactions with participants to work with them on how to take the sales initiatives up a few levels. Participants came from companies including Cvent, Cisco, Microsoft, Amazon Web Services (AWS) and others.

Fantastic real-world lunch session on negotiation strategies at today's IES Women in Sales Leadership (WISL) Elevation Conference led by partner sales executive🔥Julianne Z.. She's had an extensive and highly successful career at companies including Deloitte, Accenture, Cisco and Juniper Networks. The conference theme is "Empower Your Negotiation Skills by Mastering the Art of Articulating Your Unique Value." Attendees are from leading companies such as Amazon Web Services (AWS), Splunk, Cvent, and many others. It is being held at the Carahsoft Conference Center in Reston. #salessuccess #ai #womeninbusiness #womenleaders

Great presentation on using #LinkedIn to best present and communicate your professional brand as a #SalesLeader. Jessica E. Samuels Executive Career and Leadership Coaching, ACC teaching great ideas on how to put yourself in the best position for successful negotiations. This afternoon's speakers include Marin Laukka, MA, Kyla O'Connell, and 🔥Julianne Z.. The morning got off to a great start with Jessica Joines and Amanda Doyle. IES #WomenInSales program director Gina Stracuzzi is the conference chair. Thanks to Amazon Web Services (AWS), Carahsoft, and Cvent for sponsoring the Women in Sales Leadership Elevation Conference.

The IES Women in Sales Leadership (WISL) Elevation Conference continues with a great presentation and workshop from Amanda Doyle called "Your Perception of Your Worth Shapes Everything You Touch." The theme of the conference is "Empower Your Negotiation Skills by Mastering the Art of Articulating Your Unique Value." Thanks to Amazon Web Services (AWS), Carahsoft, and Cvent for sponsoring the event. We're excited for this afternoon's speakers Kyla O'Connell, Jessica E. Samuels Executive Career and Leadership Coaching, ACC, 🔥Julianne Z., and Marin Laukka, MA.