Blog Archives - Ignite Selling

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 about sales training effectiveness, measurement, and reinforcement. The responses revealed a clear and consistent pattern: 84% of organizations cannot directly connect sales training to pipeline growth or rely only on anecdotal feedback 62% […]

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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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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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Why Medical Device Sales Training Struggles to Drive Pipeline Growth

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

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

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