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As a benefit to IES members, all past speaker presentations are recorded for watching later. We’re excited to have one of the co-authors, Brent Adamson, speak later this summer on some of their updated findings from their latest book, The Challenger Customer.īill Cates, The Referral Coach, was one of our highest rated speakers of all time. The Challenger Sale often comes up in conversation and during speaker presentations. He’s continuously pushing the envelope and is one of the most impressive sales thinkers in the world. He practically invented the consultative selling approach and has all of the science to explain how you can be more effective in the changing world of selling. IES program attendees and members have been asking us to have Neil Rackham on the program calendar. SPEAKERS COVER A WIDE RANGE OF IMPORTANT SALES TOPICSĮach speaker has been hand-picked from over 50 nominations we get each year.
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Umar Hameed, neuroscience and sales expert, kicked off the program year in January with a well-attended “Building a Powerful Sales Mindset for 2016.” Even though the storm known as Snowzilla was bearing down on Washington DC, over 100 sales professionals attended the entire program and left with implementable tools to help become more powerful in 2016.
THE CHALLENGER SALE COVER HOW TO
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The rest of the program year is as follows: The programs offer fresh strategies for moving sales through the pipeline, becoming a more effective selling professional, and tips for prospecting and speaking to customers more productively. We’re very excited about the speakers we have teed up for this year.
THE CHALLENGER SALE COVER PROFESSIONAL
Headlining this year’s program calendar is “The Professor of Professional Selling” Neil Rackham, and Challenger Sale co-author Brent Adamson. 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 excited to announce the 2016 program. 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.