Blog Archives - Ignite Selling

Why Deals Break Down in Complex B2B Sales

And What Sales Leaders Must Do Differently in 2026 As sales teams enter another new year, many organizations are doubling down on strategic planning, pipeline discipline, and forecast accuracy. Yet despite better tools, more data, and experienced sellers, a familiar pattern persists: late-stage deals stall, slip, or are lost for reasons that feel frustratingly difficult […]

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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 understand the value.”“Procurement shut it down.” Those statements feel true in the moment—but they’re often not the real story. Blaming price or the customer is the sales equivalent of a football player blaming […]

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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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Avoiding the Most Common Sales Mistakes: Making Assumptions

One of the sneakiest threats I see in sales isn’t lack of effort, weak messaging, or even competitor pressure. The most common sales mistakes begin with making assumptions. And ironically, the more experience a sales rep has, the more likely they are to assume. I’ve been guilty of it too. But assumptions are silent killers […]

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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 […]

Blog

Why Deals Break Down in Complex B2B Sales

Stop Blaming the Refs: The Hard Truth About Why Salespeople Lose Deals

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

Avoiding the Most Common Sales Mistakes: Making Assumptions

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

Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals

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