A Process to Improve Sales Forecasting and Strategic Sales Coaching What do we need to do to make sales forecasting more accurate? This is one of the most common and urgent questions asked by senior sales leaders. In theory, the answer is rather simple; but in practice, getting better forecasts has proven extremely challenging. Aligning […]
It’s a story that has played out time and time again. A company announces a new product. It is innovative, well positioned and competitively superior. Senior management has high expectations for the new product and has established big revenue targets. Unfortunately, winning market share with a new product is hard. In fact, according to a […]
Have you ever heard the term “Death by PowerPoint?” If you’ve done any sales training or been around the participants of training over the last 10 years, then you’ve probably heard this term. “Death by PowerPoint” is a term used by far too many people as a way of describing a sales training experience. Imagine […]
Written by Steve Gielda, Principal – Ignite Selling Books on strategy extol the virtues of knowing your competition or your enemy. From The Art of War to the Book of Five Rings to more contemporary volumes, the advice has now become commonplace. Know your competition. Do not underestimate them. Learn their strengths and their weaknesses. […]
Written by Kevin Jones, Principal – Ignite Selling Throughout the past 20 years, we have worked with salespeople with varying levels of experience across a broad spectrum of industries. In our work with these clients, we’ve evaluated sales opportunities that were both won and lost. When we’ve asked about the lost opportunities, a common culprit […]
Written by Kevin Jones, Principal – Ignite Selling Bob Ross is famous for being a painter, art instructor, and television host. People of a certain age, including these authors, remember him for his Joy of Painting broadcast, which ran for 12 years on PBS. Ross joyfully painted scenic landscapes, usually filled with “happy little trees.” […]
Written by Kevin Jones, Principal – Ignite Selling Many people love the thrill of riding roller-coasters, such as Kings Dominion’s Intimidator, named for NASCAR’s Dale Earnhardt. Featuring a 300-foot, 85-degree drop and speeds at over 90 mph, the ride lives up to its name. Once the ride crests the hill, there is almost no stopping […]
Written by Kevin Jones, Principal – Ignite Selling My business partner and I both like to watch football when it’s in season, which it always is, thanks to ESPN, TiVO, and various start-up leagues which compete for our springtime attention. We are drawn to the drama of violent hits and artful grace that abound in […]
Written by Steve Gielda, Principal – Ignite Selling Developing a Sales Coaching Strategy is of primary importance and of primary interest to many sales organizations. At Ignite Selling we have developed a Six Step Strategic Coaching Process. While at first glance it may look fairly simple, we find the straightforward approach to be easily implemented […]
Written by Steve Gielda, Principal – Ignite Selling Top coaches in any field understand the importance of challenging the individuals on their teams, pushing them beyond what they thought they were capable of doing. A person’s best efforts often come when he is pushed outside of his comfort zone. The best coaches do not employ […]