Blog Archives - Ignite Selling

business strategy sales learning and performance

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 learning with business strategy, equip managers to reinforce new behaviors, leverage AI where it creates meaningful value, help salespeople communicate differentiated business outcomes, and measure success through sustained performance improvement. Every year, the […]

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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 success to be found in both combined. The life sciences sector is currently navigating a period of unprecedented transformation. The complexity of launching a medical device has reached an all-time high. The traditional […]

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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 […]

Blog

Five Themes Shaping the Future of Sales Learning and Performance

Using a Spear and Shield: Sales and Marketing Alignment in Life Sciences Product Launches

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

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