Why Do Deals Stall Mid-Pipeline — and How Do You Fix It?
Ask nearly any sales leader whether her company has a defined sales process, and the answer will likely be a resounding “Yes”.…
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…
Five Themes Shaping the Future of Sales Learning and Performance
The future of sales learning and performance is not defined by new technology alone. It will be shaped by organizations that align…
Using a Spear and Shield: Sales and Marketing Alignment in Life Sciences Product Launches
Consider the following: A soldier is much more effective with both Spear and Shield working in harmony than independently. There is greater…
Why Medical Device Sales Training Struggles to Drive Pipeline Growth
At the recent TT Life Sciences Sales Training & Clinical Education Conference in Dallas, Ignite Selling asked attendees four simple polling questions…
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.…
Why Deals Break Down in Complex B2B Sales
And What Sales Leaders Must Do Differently This Year As sales teams enter another new year, many organizations are doubling down on…
Stop Blaming the Refs: The Hard Truth About Why Salespeople Lose Deals
In sales, it’s easy to blame the customer when a deal slips away. It sounds familiar:“They went with the cheaper option.”“They didn’t…