- May 31, 2013: Scott Messer, “Enforcing the Selling Professional’s Bill of Rights: No More Begging for Sales”
- 2012-2013 IES&BD Programs
- FAQ: Membership
- Past Attendees
- Sponsorship Opportunities
- IES&BD Program Sponsors
- Past Speakers
- Neil Rackham (10/2011)
- Ian Altman (9/2011)
- Ed Wallace (11/2011)
- Andy Miller (1/2012)
- Todd Cohen (2/2012)
- Rob Jolles (3/2012)
- Dan Waldschmidt (4/2012)
- Umar Hameed (6/2012)
- Dave Luvison (7/2012)
- Mike Schmidtmann (8/2012)
- Tom Snyder (9/2012)
- Steve Kraner (10/2012)
- Social Media and Sales (11/12)
- Matt Dixon (1/13)
- Steve Richard (2/13)
- Jeb Blount (3/13)
- 2011-2012 Speakers
Stay connected
The IES&BD Knowledge Center offers a central place to learn from some of the industry’s top thought leaders. In the Knowledge Center, you’ll be able to get information from some of the smartest Sales & Business Development leaders on how to train your people better, grow your customers, and build your sales team.
Selling is more challenging than ever. Sales cycles are longer. Product portfolios are increasingly complex. Distribution channels are more fragmented. Competition for customers and market share, driving top-line growth necessitates innovation and process improvements to ensure continued success. The ability to reach new markets, re-generate established markets and deliver superior products/ services requires the capability to drive growth by identifying and defining new innovative strategies, business models and practices.
Here are some of the thought leaders you can follow in the Knowledge Center:
Ian Altman, Grow My Revenue: Ian Altman spent more than 15 years as CEO of software and professional services companies. Ian developed a methodology that recognizes how leaders make business decisions. He formed Grow My Revenue, LLC and developed the Selling MBA program to help companies become outrageously successful targeting and winning business. Grow revenue, improve results, and accelerate success.
Rob Jolles, It’s a BLarticle!: One of the most sought after speakers in the country, the founder of Jolles Associates, Inc., Rob Jolles not only successfully sold for two of the most respected sales institutions in the nation; he managed their training as well. Author of three bestselling books, Rob inspires and demonstrates proven repeatable and predictable methods to improving sales-oriented businesses. A 24-year professional speaking veteran, it’s not hard to tell why Rob’s personal client list reads like a “Who’s-Who” of Fortune 500 Companies.
Some of the topics our experts address are:
- Become Outrageously Successful Targeting and Winning Business
- Seven Nasty Issues in Business-to-Business Selling
- Business Relationships That Last
- Selling to Different Buyer Types to Win More Business
- Everyone’s in Sales: Building a Sales Culture
- The Art of Urgency
- Take Your Business to the Edge of Explosion
- Winning Sales from the Inside Out
- Seven Bad Habits of Highly Ineffective Strategic Alliances
- One Million Reasons to Attract and Hire Top Sales Talent
What is your company doing to provide ongoing sales training to its sales team? Many companies assume that when they hire sales people that are already trained they don’t need to invest in ongoing training. This is a big mistake. We see the best in class companies continuously working with their sales people to sharpen their saw and keep themselves at the top of their sales game.
- Learn new techniques
- Adapt to changing sales realities
- Keep open dialogues going between sales management and its people on how to improve sales performance.