Steve Gielda, Author at Ignite Selling

Sales Questioning Techniques: How Better Questions Accelerate Opportunities

Questioning doesn’t just advance a sales conversation; it helps determine whether an opportunity deserves to advance at all. As sales professionals, we’ve all heard the advice: ask better questions. Simple enough, right? Yet after decades of working with sales teams across industries, I’ve observed that many salespeople still approach questioning as a checklist activity. And […]

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Beyond Quota: Why Measuring Sales Performance Is Harder Than It Looks

Sales leaders talk about improving performance constantly. But far too often, the conversation starts—and ends—with the numbers. Revenue. Quota attainment. Pipeline coverage. These are essential measures. But they’re also lagging indicators. By the time they tell you something is wrong, the quarter—or even the year—is already lost. In a recent webinar conversation I had with […]

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Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI

Over the past three decades, I’ve had the privilege of working with over a hundred sales organizations in life sciences and medical devices. One truth has become clear: medical sales is getting tougher. Access is harder, buying committees are larger, and the stakes are higher. And selling strategies for medical sales aren’t keeping up. What […]

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Start with the End in Mind: Aligning Learning to Sales Strategy

In the life sciences industry, commercial learning and development teams face relentless pressure to demonstrate that sales training programs are more than check-the-box or “feel-good” events—they must show measurable business impact. Yet a stark reality remains: sales organizations invest millions annually in training, and these efforts too often fail to deliver the results the business […]

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Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals

Why Sales Deals Stall: The Hidden Assumptions That Derail Pipeline In an episode of The Sales Hunter Podcast, I had the pleasure of joining Mark Hunter to explore one of the most persistent threats to sales success: sales assumptions in complex B2B sales that quietly kill deals. In complex B2B sales, sales assumptions are untested […]

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How to Help Salespeople Create A Sense of Urgency in Sales

The Real Job of the Salesperson Is Not Creating Urgency — It’s Revealing It A critical factor underlying any buying process is the customer’s sense of urgency. Most salespeople will have a sense of whether or not a customer wants to act now. If the sense of urgency in sales, what’s primarily driving and motivating […]

Steve Gielda

Sales Questioning Techniques: How Better Questions Accelerate Opportunities

Beyond Quota: Why Measuring Sales Performance Is Harder Than It Looks

Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI

Start with the End in Mind: Aligning Learning to Sales Strategy

Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals

How to Help Salespeople Create A Sense of Urgency in Sales

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