Cisco, Cvent, RW Murray, CapRelo and immixGroup Win Awards; Lifetime Achievement Award to Cisco Partner Leader Bruce Klein
May 5, 2014 – Vienna, Va. – The Institute for Excellence in Sales & Business Development (IES&BD) announced today the five winners of the 2014 IES&BD Awards, often referred to as the “Oscars” for corporate and organizational sales & business development operational excellence. The awards were presented at a breakfast event on Thursday, May 1 at the Gannett/USA Today building in Tyson’s Corner, Virginia. Best-selling author Ian Altman was the keynote speaker at the breakfast event.
The annual Lifetime Achievement Award was awarded to Bruce Klein, Senior Vice President of Cisco’s Worldwide Partner Organization. Cisco’s global partner ecosystem, which includes systems integrators, value-added resellers, distributors, services partners, independent software vendors, and technology partners, accounts for more than 80 percent of Cisco’s revenue. Anne Altman, General Manager for IBM’s Federal Sales Division and the 2013 IES&BD Lifetime Achievement Winner, presented the award to Klein.
Carahsoft President Craig P. Abod received the IES&BD Executive Director’s Award in recognition of his firm’s remarkable revenue growth. In just 10 years, Abod has grown the company from $0 to $1.8 billion, generating more than $6.7 billion in total revenue over that period.
Both Klein and Abod were honored with a special mention in the Congressional Record by Congressman Gerald Connolly that recognized her achievements. Over 220 sales and business development leaders in the Mid-Atlantic region were in attendance.
“We are honored to recognize the 2014 IES&BD winners who have demonstrated operational excellence across the sales and business development lifecycle,” said Fred Diamond, Founder of the IES&BD and President of the noted marketing consulting firm DIAMOND Strategic Marketing. “The winners and finalists ranged from Fortune 50 companies to high-growth, high-energy firms. We were very impressed by the level of commitment and excellence these firms had in the operational areas of sales and BD.”
“We were also honored to present our Lifetime Achievement Award to Bruce Klein and our Executive Director’s Award to Craig Abod,” said Diamond. “Both men represent all of the attributes needed in exceptional business leaders.”
The winners are:
Excellence in Sales Innovation: Cisco Partner Sales Academy
Excellence in Sales Training: Cvent
Excellence in Team Building, Management and Development: RW Murray
Excellence in Customer Partnering: CapRelo
Excellence in Alliance Management: immixGroup
The winners were selected from a large pool of nominees by an independent panel of expert judges for their commitment to excellence in the above sales & business development categories. Diamond also announced that a portion of the proceeds from the event would be donated to the Northern Virginia Family Service (NVFS). The IES&BD also announced that its monthly workshop program for sales and BD professionals, as well as service professionals and business owners who need to sell better, will continue on June 13 with Jill Konrath’s “Fresh Sales Strategies for Today’s Crazy-Busy Buyer”at the Gannett Conference Center in McLean. For membership information, please visit monthly programs.
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About the Institute for Excellence in Sales & Business Development
The IES&BD was co-founded by marketing guru Fred Diamond of DIAMOND Strategic Marketing to recognize corporate and organizational sales & business operational excellence, and promote best practices and thought leadership. Diamond is recognized as the leading go-to-market strategy consultant in the Mid-Atlantic Region to growing high-tech and professional services firms and has helped numerous organizations grow their sales efforts through excellence in go-to-market strategy at organizations ranging from Apple, Compaq and Microsoft to growing stars such as Contact Solutions, Clovis Group, and PVBS.
The IES&BD promotes best practices across all operational areas in Sales & Business Development. IES&BD provides education, recognition, research, thought leadership, insights, and strategies for enabling Sales & Business Development leadership, development, and excellence. The keystone program is the annual IES&BD awards, which recognizes achievement in corporate and organization sales initiatives, such as training, team building, sales management, and customer partnering. Learn more about the IES&BD at www.i4esbd.org or by calling 888.443.9943.
By Diana Berardocco
For a salesperson dealing with a complex sale, closing the deal can be like playing in the ‘red zone,’ said Jose Palomino, CEO of ValueProp Interactive, before an Institute for Excellence in Sales and Business Development (IES&BD) workshop audience on April 25, 2014.
The ‘red zone’ describes the area of the field where advancing the ball and ultimately scoring may be more difficult. Palomino contends that salespeople are not being equipped to handle pivotal sales conversations that take place in the ‘red zone’ well enough to close deals. He presented a comprehensive roadmap for mastering these more multi-layered conversations to a diverse group of sales and marketing professionals attending the IES&BD program in McLean, Virginia. The IES&BD hosts monthly meetings to bring world-class sales speakers and authors to the Mid-Atlantic region.
Palomino’s insights are based on recent interviews with high-level sales leaders across the country who are responsible for larger B2B sales teams. They were asked to identify areas that have the most significant impact on sales, and the gaps in their sales team’s skillset or training.
“I recently took over a team that had a good sales process in place – but when I started to dig, I found out why it wasn’t working: “They were doing the steps, but they were not having the real conversations with customers that they needed to have,” said a sales vice president in a business solutions company.
There was general consensus among the executives that sales personnel engage in certain conversational “buckets” with clients during the course of most complex sales. Palomino noted the areas that come up repeatedly could be described as:
Palomino’s research unlocked other significant findings. Although most sales methodologies focus on how a salesperson should sell, sales vice presidents said it’s more important to know how the buyer buys, and to sell based on the buyer’s perspective.
Interviewees also told Palomino that there is a constant need for sales managers to be sales coaches. Many of the sales vice presidents indicated that while their managers often lack all the tools necessary to coach their representatives, they nonetheless needed their sales managers to take on their coaching responsibilities more aggressively.
With his research as a backdrop, Palomino asked the audience “What’s at stake?” Then he did the math. Even with only ten sales representatives scheduling five appointments each week, the math adds up to 50 appointments per week times 50 weeks, and 2,500 sales conversations per year.
But beyond the opportunity in the numbers is the challenge of dealing with the doubtful buyer. Doubtful buyers often cannot make a purchase decision while concerned about pivotal unresolved issues that arise in “red zone’ conversations. Indecision often accounts for the slipped deal. “These slipped deals usually go away and slip forever. Part of the reason is that something was unresolved and never clearly addressed,” Palomino emphasized.
He said sales personnel need a better roadmap. By making their case in five fundamental areas of concern – business, financial, technical, competitive, and risk – sales professionals help customer’s bridge the gap between doubt and confidence. Understanding and closing the gap is the key to winning in the ‘red zone.’
“This isn’t about scripting,” said Thomas Ellis, EWC Consultants, a sales coach and workshop attendee. “These are specific conversation buckets salespeople must know and prepare to manage for success.”
Palomino explained the multiple dimensions of each conversation type and how to translate the attributes of a sales offering into the language of decision makers.
For example, the technical conversation moves the customer from the question: “How will we manage and absorb your offering?” to “I understand how your offering fits our organization and people.” If your offering makes your client’s head hurt, it is not a positive sign, he said. You need to ask “How do I make this easy?” Explore issues that align your offering with your customer’s technical requirements and establish compatibility with the technical infrastructure. Clarify the client’s time needed to learn, implement, and absorb your offering, he advised.
Palomino noted that engagement in these dimensions involves three primary areas of preparation:
1. Know what you want to know.
2. Know what you need and don’t need to convey.
3. Know how to handle deeper objections.
Continuing with the football analogy, Palomino told the audience to elevate their game with practice. “The best [football] players practice moves prior to the game so the moves become fluid in the midst of the game.” During an interactive session, attendees applied the conversation “buckets” concept Palomino described.
With practice and training on these empowering sales conversations, the client will believe you are fundamentally aligned with their interests, said Palomino. Sales professionals will be equipped with the conversational skills to anticipate concerns prospects want addressed. That leads to the desired destination: closing the deal.
Diana Berardocco is a strategic and marketing communications consultant who resides in Alexandria, Virginia.
By Diana Berardocco
Can including memorable, remarkable visual storytelling in your customer conversations make the difference between winning and losing a deal?
“Absolutely,” said Tim Riesterer, chief strategy and marketing officer for Corporate Visions. Riesterer (rhymes with “Easter”) supported his assertion with compelling data and practical techniques at a workshop hosted by the Institute for Excellence in Sales & Business Development (IES&BD) on February 21, 2014, in McLean, Virginia. The IES&BD brings world-class sales speakers and authors to the Mid-Atlantic Region.
“What Tim presented is more than just theory,” said Stuart Itkin, former CMO for the Corporate Executive Board and Kronos, Inc. “For example, the Motorola case study Tim presented pulled it all together and demonstrated the impact of visual story telling in practice. There was a lot demonstrated today that I could put into practice immediately.”
Riesterer explained how traditional sales presentations often lead to commoditization of the sales process and a customer’s decision to adhere to the status quo. He said research shows that people are most attentive during the first five to seven minutes of any presentation. However, most companies deliver long presentations with value propositions that assert what they do and why they do it better. Customers, overwhelmed by the amount and complexity of information, hear these “why you” conversations and see all salespeople as the same. They remain undecided and unwilling to take action.
“Indecision and no decision are bigger enemies than any of your arch rival competitors,” Riesterer said. He continued, “Visual storytelling is the way to break through and dislodge the status quo.”
Riesterer told the IES&BD audience that the techniques used in visual storytelling are drawn from more than 20 years of brain science and research. Neuroscience tells us that the decision to change takes place in the part of the brain Riesterer called “the old brain.” Emotion and visuals appeal to the old brain. He said the power of visual storytelling is that it impacts the decision-making part of the brain and motivates action.
Bullets, stock photographs, or the Zen metaphysical images used in PowerPoint presentations won’t help the client to change, he asserted. Standing in front of a whiteboard, raising a marker in one hand and a PowerPoint clicker in the other, he asked the audience, “What makes you look more like a consultative advisor?”
Riesterer described a storytelling methodology designed to help break through the status quo based on a choreographed four-part model:
By introducing risks, challenges, and unconsidered needs during the initial conversation with a prospect, said Riesterer, a sense of urgency is created and a new set of requirements emerge. The customer begins to rethink the status quo and the equation starts to change. Then, the contrast between what the customer is experiencing (unsafe) and where he or she needs to go (new safe) has to be visually shown in a simple, concrete way.
Riesterer shared statistics from Forrester Research that 65 percent of senior level decision-makers say they will give business to the company that establishes a buying vision. He argues that this confirms that a “why change” conversation – if you want our business you need to show us why we need to do something – will win business.
Andrew Rudin, Managing Principal of Contrary Domino Partners, found the program valuable for his B2B clients. “The idea that salespeople need to communicate ideas not only compellingly, but simply, so that prospects can easily share them makes sense,” he said. “Tim’s recommendations were different. Not the cliché Sales 101 stuff.”
As the workshop concluded, Fred Diamond, IES&BD founder, asked Riesterer for the three takeaway components of a great visual story. Riesterer said to remember the three “C’s”: Content that creates urgency; Contrast that creates action; and a Concrete, simple visual.
In a market where the competitive opportunities are fewer than the no-decision opportunities, Tim Riesterer’s message resonates.
Diana Berardocco is a strategic and marketing communications consultant who resides in Alexandria, Virginia.
Institute for Excellence in Sales & Business Development Sponsors Program for Sales and Service Professionals Who Need to Generate Revenue
July 11, 2013: (Vienna, VA) The Institute for Excellence in Sales & Business Development (IES&BD) announced that 4-time Emmy winner Jan Fox will present “Sharpen Your SPEAKability and Close More Deals” at its July 26, 2013 monthly program. The IES&BD regularly holds workshops and events for selling professionals. Previous speakers have included Neil Rackham, Rob Jolles and “Challenger Sale” author Matt Dixon.
Fox, a legendary news reporter and anchor in the Washington, DC metro area, is now a sought after speaker, conversation starter, CEO Speaking Coach, and consultant. She is the author of the popular book “Get Yourself on TV & What to Do When You Get There.”
“This program will appeal to anyone who sells for a living, from seasoned sales professionals to service professionals who need to generate revenue,” said Fred Diamond, Founder of the IES&BD and President of DIAMOND Strategic Marketing. “Those new to selling or service professionals who may not think of themselves as being in sales need to understand how critical their presentation is to accelerating their sales process. Jan Fox presents a remarkable program that gives attendees skills they can implement immediately.”
Ms. Fox said, “How you deliver your pitch is as important as the what. In this workshop, I won’t tell you what to say, because you already know your business and your products. I start with the premise that you are bringing your best, authentic, relevant self to the table. We will just polish it!”
Ms. Fox has produced great results for Marriott, Verizon, Billy Casper Golf, U.S. Coast Guard, Defense Logistics Agency, Janson Communications, Well Point, and many others. “Jan’s Speaker Coaching changed the culture of our company,” said Peter Hill, CEO, Billy Casper Golf. “We sound like leaders. Our people can follow.”
Pre-registration tickets are $79 and $95 at the door, and includes hot breakfast. This program will be held at the USA Today/Gannett Building, 7950 Jones Branch Drive in McLean, VA. It will begin at 7:30am with networking and breakfast; the speaker will begin at 8:15am. The workshop will conclude at 10:30am.
CEB, Learning Tree, Excella Consulting, Centuria Group and TriNet Win Awards; Lifetime Achievement Award to IBM’s Anne Altman.
April 12, 2013: (Vienna, VA) The Institute for Excellence in Sales & Business Development (IES&BD) announced today the five winners of the 2013 IES&BD Awards, often referred to as the “Oscars” for corporate and organizational sales & business development operational excellence. The awards were presented at a breakfast event on Friday, April 15 at the Gannett/USA Today building in Tyson’s Corner, Virginia. Best-selling author Tom Snyder was the keynote speaker at the breakfast event. GrowMyRevenue’s Ian Altman was the event emcee.
The annual Lifetime Achievement Award was awarded to IBM Federal Division General Manager Anne Altman. Ms. Altman is responsible for the strategy, direction, development of solutions, and sales for driving IBM’s multi-billion business with Federal Government Clients in the United States. She was honored with a Congressional Order by Congressman Gerald Connolly that recognized her achievements. Past Lifetime Achievement winners Jay Nussbaum and Robert Guerra presented the award to Anne at the event. Over 200 sales and business development leaders in the Mid-Atlantic region were in attendance.
“We are honored to recognize the 2013 IES&BD winners who have demonstrated operational excellence across the sales and business development lifecycle,” said Fred Diamond, Founder of the IES&BD and President of the noted marketing consulting firm DIAMOND Strategic Marketing. “The winners and finalists ranged from Fortune 50 companies to high-growth, high-energy firms. We were very impressed by the level of commitment and excellence these firms had in the operational areas of sales and BD.”
“We were also honored to present our Lifetime Achievement Award to Anne Altman,” said Diamond. “As Rob Guerra noted when he presented the award, Anne epitomizes all of the attributes needed in exceptional business leaders.”
The winners are:
The winners were selected from a large pool of nominees by an independent panel of expert judges for their commitment to excellence in the above sales & business development categories.
Diamond also announced that a portion of the proceeds from the event would be donated to the Northern Virginia Family Service.
The IES&BD also announced that its monthly workshop program for sales and BD professionals, as well as service professionals and business owners who need to sell better, will continue on May 31 with Scott Messer’s “The Selling Professional’s Bill of Rights” at the Gannett Conference Center in McLean. For membership information, please visit http://i4esbd.org/membership/.
(Vienna, VA): The Institute for Excellence in Sales & Business Development (IES&BD) announced today the 20 corporate finalists for the 2013 IES&BD Awards, for corporate and organizational sales & business development operational excellence. The awards will be presented at the 3rd annual breakfast event on Friday, April 12, 2013 at the USA Today/Gannett Headquarters in Tysons Corner, Va.
“We are honored to recognize the 2013 Sales Excellence finalists, all of whom have demonstrated operational excellence throughout the sales and business development lifecycle,” said Fred Diamond, founder of the IES&BD and president of DIAMOND Strategic Marketing. “The IES&BD strives to recognize companies that are executing best practices across the entire sales continuum and these companies exemplify that level of excellence unquestionably.”
Excellence in Sales Innovation:
Carahsoft Technology Corporation
Excellence in Sales Training:
Excellence in Team Building, Management and Development:
Sage Business Solutions
Excellence in Customer Partnering:
Learning Tree International
Excellence in Alliance Management
The finalists were selected by an independent panel of expert judges for their commitment to excellence in the above sales & business development categories. Award event sponsors include Access National Bank, Sonic Promos, People Stretch Solutions, HireStrategy, and DIAMOND Strategic Marketing.
The event will also feature the presentation of the annual IES&BD Lifetime Achievement Award to IBM Federal Division General Manager Anne Altman.
The IES&BD will announce the winners at the breakfast ceremony on Friday, April 12, 2013 at the USA Today/Gannett Headquarters. For event registration information, please visit http://i4esbd.org/
VIENNA, Va. – December 20, 2012 –Award nominations are now open for The Institute for Excellence in Sales & Business Development’s 2013 sales excellence awardsDuring the awards ceremony, IBM Global Public Sector General Manager Anne Altman will receive the IES&BD’s prestigious Lifetime Achievement Award. The third annual award event will be held on Friday, April 12, 2013 at the Gannett/USA Today Building in McLean, Va. Over 250 sales and business executives in the mid-atlantic region are expected to attend.
The IES&BD Awards Program recognizes teams, companies and organizations that have demonstrated exemplary performance through leadership, innovation, vision and customer development in sales and business development. The awards recognize organizations across all industries including financial services, technology, professional services, government contracting, product sales, moving and storage, and entertainment. Previous winners and finalists include Blackboard, Oracle, Microsoft, Carahsoft, DLT Solutions, Marsh Insurance, Learning Tree International, JK Moving and MicroTech.
The following five awards will be given out at the award event:
“Companies across all industries continue to be challenged with creating ways to show value to their prospects and customers,” said Fred Diamond, founder of IES&BD and president of DIAMOND Strategic Marketing. “The IES&BD annual award program recognizes the great companies that continue to implement exciting and rewarding sales programs, processes, and strategies that put them above the competition.”
Diamond, one of the leading go-to market strategy consultants and implementation gurus to high-tech and professional services companies in the Mid-Atlantic and beyond, also said that one of the goals of the awards program is to identify best practices, operational excellence and thought leadership.
“The programs these companies have put into effect represent the pinnacle of sales programmatic excellence,” said Diamond. “Our past winners, such as Blackboard, Hanley Wood and JK Moving, are leading the way in sales and business development execution. We look forward to seeing how other organizations are moving their sales efforts forward.”
Also at the event, the third annual IES&BD Lifetime Achievement Award will be given to IBM Global Public Sector General Manager Anne Altman.
Ms. Altman’s three-decade career with IBM has been heavily influenced by the success she has delivered to IBM in the government market. Known as a transformational leader, she has often been tapped to address complex business challenges within IBM and on behalf of clients. Most notably, she re-established IBM’s footprint as a major force in the U.S. federal market, and led the company’s server hardware business during the most important product launch in the history of the mainframe business – the System z mainframe.
“Anne Altman represents excellence in sales leadership like few others I have met,” Diamond said. “Like Robert Guerra and Jay Nussbaum before her, she truly represents what our Lifetime Achievement Award stands for.”
To learn more about the nomination process, sponsorships, or how to purchase tickets to the award event, click here. All nominations are due by February 15, 2013.
Sales Thought Leaders, Speakers and Authors to Conduct Monthly Workshops at the USA Today Building for Selling Professionals in the Washington DC and Mid-Atlantic Region
(Vienna, VA) The Institute for Excellence in Sales & Business Development (IES&BD) announced its 2012-2013 program year which will feature monthly workshops from some of the leading sales thought leaders, authors, and speakers on the planet. Previous IES&BD workshops were led by renowned sales luminaries including Neil Rackham, Rob Jolles, and Todd Cohen. IES&BD monthly programs are held at the Gannett/USA Today headquarters in Tyson’s Corner, Virginia.
Tom Snyder, author of “Escaping the Price Driven Sale” (2007) and “Selling in a New Market Space” (2010), kicked off the program year in September with his sold-out “The Five Essential Elements to Creating New Sales Opportunities: What You Need to Know about Prospecting.”
The complete program year is as follows:
“We reviewed dozens of potential speakers before coming up with this premier schedule,” said Fred Diamond, Founder of the IES&BD and President of DIAMOND Strategic Marketing. “The monthly programs are geared for anyone with some form of sales quota in the DC region and are designed to help them accelerate their selling activities. Selling professionals across many different industries have gravitated to the program.”
Diamond said that the IES&BD monthly programs are regularly attended by the following audiences:
Sales Executive David Schulman, head of the Visualization Practice at Information Concepts, is a frequent attendee at IES&BD monthly programs. “IES&BD has consistently exceeded expectations. With most business seminars, I’m usually lucky if I have two or three bullets but after IES&BD programs, I often leave with pages filled with dozens of action items I’m anxious to implement that day.”
The IES&BD monthly programs start with networking and hot breakfast at 7:30am at the USA Today/Gannett Headquarters in McLean. The speakers start at 8:15am and continue until 10:30am. IES&BD sponsors include Access National Bank, HireStrategy, People Stretch Solutions, Vorsight, SJV Media, and Bendure Communications.
About the Institute for Excellence in Sales & Business Development
The Institute for Excellence in Sales & Business Development (IES&BD) is a center of actionable best practices, insights, tools, thought leadership, and recognition in the Mid-Atlantic region. It was created to develop excellence in sales and business development professionals and to help organizations maximize their selling efforts. The annual IES&BD Sales Excellence Awards recognize companies and organizations for excellence in sales training; sales innovation; sales management; customer partnering; and strategic alliances. The IES&BD Lifetime Achievement Award has become one of the most coveted prizes for sales professionals. Learn more about the IES&BD at http://www.i4esbd.com or by calling 888.443.9943.
Hanley Wood, Centuria Corporation, Blackboard and JK Moving Services recognized for corporate sales excellence. Jay Nussbaum receives Lifetime Achievement Award.
May 22, 2012 – Vienna, Va. The Institute for Excellence in Sales & Business Development (IES&BD) honored four corporations at their annual award event last Thursday.
The IES&BD also recognized Jay Nussbaum with the Lifetime Achievement Award for his great achievements in sales. Nussbaum is the co-founder and vice chairman of Agilex, a professional services firm providing mission and technology consulting, software and solution development, and system integration services. Nussbaum also headed Oracle’s Public Sector division for many years.
“I was so pleased to be recognized among so many friends and colleagues,” said Nussbaum. “It was awesome being with people who appreciate SELLING!”
Fred Diamond, co-founder of the IES&BD and president of DIAMOND Strategic Marketing, said “It was an honor to recognize 16 finalists and four great companies with our sales excellence awards. It was also special to honor Jay Nussbaum with the IES&BD Lifetime Achievement Award. His acceptance speech touched everyone in the room and inspired us all to strive further in our sales careers.”
Held at the USA Today Building in McLean, the ceremony awarded recognition to the leading sales and business development organizations from the high-tech, government contracting, healthcare, real estate, not-for-profit, enterprise sales and many other industries.
Hanley Wood, a media company that covers the construction industry, received the Excellence in Sales & Business Development Innovation award.
The Excellence in Team Building, Management and Development award went to Centuria Corporation, a privately held, Service Disabled Veteran Owned Small Business.
The Excellence in Customer Partnering award went to JK Moving Services.
Blackboard Professional Education was awarded with the Excellence in Sales & Business Development Training. This was Blackboard’s second IES&BD award.
“We are honored to receive the IES&BD award for Excellence in Sales & Business Development Training for our cloud-based learning management system built directly into the sales CRM,” said Paul Terry, general manager of Blackboard Professional Education (ProEd). “This award affirms our commitment to providing our clients with learning tools that have an immediate, positive impact on their business’ bottom line.”
The Institute for Excellence in Sales & Business Development is a center of actionable best practices, insights, proprietary data, tools, thought leadership and recognition. It was created to develop excellence in sales and business development professionals and to help organizations maximize their efforts. The IES&BD holds monthly workshops for sales professionals. Visit http://www.i4esbd.com for more information on membership.
JK Moving, MicroTech, Learning Tree International, and Salsa Labs are Finalists for Award to Be Presented at Annual Breakfast Event at USA Today Building in
May 8, 2012 – Vienna, Va. The Institute for Excellence in Sales & Business Development (IES&BD) announced that the four companies vying for its annual Excellence in Customer Partnering Award demonstrate world-class approaches to teaming with customers and strategic alliances. The four finalist companies are JK Moving Service (Sterling, VA), MicroTech (Vienna, VA), Learning Tree International (Reston, VA), and Salsa Labs (Washington, DC).
The awards will be presented at a breakfast event on Thursday, May 17 at the USA Today/Gannett Headquarters in Tyson’s Corner, Virginia.
“We pride ourselves on excellent customer service, so it’s an honor to be named a finalist for the 2012 IES&BD Sales & Business Development Awards in the Customer Partnering Category,” Charles Kuhn, Founder, President and CEO, JK Moving Services said in a company-issued press release. “Since creating the company over thirty years ago, I have always aimed to deliver the highest professional service to our customers.”
This is the second year that Learning Tree has been named a finalist for a Sales Excellence Award. In 2011, the company won for Excellence in Team Building, Management, and Development. JK Moving was also a finalist in 2011, in the Excellence in Sales Training category.
“The Institute for Excellence in Sales & Business Development’s three-pronged approach to helping sales teams improve their performance is very exciting for organizations large and small. Recognizing operational excellence in areas such as sales innovation, training, and customer partnering and then promoting these best practices will help many sales teams reach and exceed their revenue goals,” said Mark LaFleur, Vice President, Business Development, Learning Tree International.
Excellence in Customer Partnering is one of four awards to be handed out on May 17. The other three awards are: Excellence in Sales & Business Development Innovation; Excellence in Team Building, Management and Development; and Excellence in Sales Training.
The event will also feature the presentation of the annual IES&BD Lifetime Achievement Award to Agilex co-founder and Vice Chairman Jay Nussbaum.
“The Customer Partnering award is unique,” said Fred Diamond, Co-Founder of the IES&BD and President of DIAMOND Marketing. “The award was created to recognize remarkable ways that companies worked with their customers to create something larger than the sale. We like to say 1+1=3. The award has also come to recognize strategic teaming partnership excellence as well.”
The IES&BD will announce the winners at the breakfast ceremony on Thursday, May 17, 2012 at the USA Today/Gannett Headquarters.
About the Institute for Excellence in Sales & Business Development
The Institute for Excellence in Sales & Business Development (IES&BD) is a center of actionable best practices, insights, proprietary data, tools, thought leadership, and recognition. It was created to develop excellence in sales and business development professionals and to help organizations maximize their efforts. Learn more about the IES&BD at http://www.i4esbd.com or by calling 888.443.9943.← Older posts