Institute for Excellence in Sales Offers World-Class Speaker Roster for 2012-2013 Sales Workshops

Oct. 16, 2012 - PRLog -- (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:

•   October 26, 2012: Steve Kraner, “Negotiating with the Savvy Buyer to Accelerate the Selling Process”
•   November 30, 2012: “Social Media and the Successful Selling Professional: Maximizing Today’s Technologies to Grow Your Business Now”
•   January 25, 2013: Matt Dixon, “Differentiating the Purchase Experience: Driving Growth by Challenging Customers”
•   February 22, 2013: Emmy Award Winner Jan Fox, “Sharpen Your SPEAKability and Close More Deals”
•   March 22, 2013: Jeb Blount, “People Love YOU: The Real Secret to Delivering Legendary Customer Experiences”
•   April 18, 2013 IES&BD Annual Sales Excellence Award Event recognizing corporate and organizational sales excellence.
•   May 31, 2013: Scott Messer, “The Enterprise Sales Professional’s Bill of Rights”
•   June 28, 2013: Michelle Vazzano, “Get the Message Right: Ensuring that You’re Communicating Optimally with your Prospects”
•   July 26, 2013: Steve Richard, “9 Things You Don’t Know About Prospecting (from Cold Calling or Marketing Leads)”
•   August 23, 2013: “Storytelling is the New Black: Why Companies Such as Oracle Make Them Mandatory”

“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:

•   Seasoned and successful B2B sales professionals, often at small or mid-sized firms that do not have a formal sales training budget. Large, enterprise sales professionals also frequently attend the monthly programs.
•   Sales managers and their 3-4 person sales teams.
•   Service professionals, such as attorneys, lawyers, consultants, and accountants who need to make it rain.
•   Business owners now tasked with bringing in sales. This is often represented by someone who is now the sales leader but has not had any real sales training.
•   Marketing professionals who support the selling function.

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 7:30 am at the USA Today/Gannett Headquarters in McLean. The speakers start at 8:15 am and continue until 10:30 am. IES&BD sponsors include Access National Bank, HireStrategy, People Stretch Solutions, Vorsight, SJV Media, and Bendure Communications.

For program registration information, please go http://i4esbd.org.

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://i4esbd.org or by calling 888.443.9943.