Steve Gielda, Author at Ignite Selling

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

In a recent 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 that quietly kill deals. These aren’t just innocent shortcuts in thinking. They’re silent killers of progress—especially in complex B2B sales. When left unchecked, assumptions can […]

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How to Help Salespeople Create A Sense of Urgency in Sales

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 the customer’s decision to act and act NOW, is obvious, all you have to […]

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The Habits of Top Sales Performers

Top sales performers proactively drive opportunities through the sales pipeline rather than playing a passive or reactive role. By adopting the habits of top sales performers, salespeople focus on smart, clear milestones at each stage, fostering momentum-building activities and motivating customers to take action. Top-performing salespeople typically aren’t hard to spot. They’re the ones winning […]

Steve Gielda

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

The Habits of Top Sales Performers

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