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Category: Sales

How the Buyer Buys: As Important as How the Seller Sells

December 10th, 2012 by

Written by Kevin Jones, Principal – Ignite Selling You call on a large account and you know what you need to know to be effective, right? You know your products, the customers, the industry, the competitors. But there is one key question that sometimes remains a mystery. What are the guidelines by which your customer […]

Marathon or Sprint – the Length of the Decision Process

November 29th, 2012 by

Written by Steve Gielda, Principal – Ignite Selling “Hurry up and wait” is a proverb born from the world of the military, where the need to be constantly ready often leads to hurried preparations followed by extended periods of waiting. It’s a typical phenomenon for military preparedness, inevitable even. After all, the consequences of not […]

Should You Read this book? Do you sell against price?

October 1st, 2012 by

Written by Steve Gielda, Principal – Ignite Selling Throughout the past 20 years many books have been written on the topic of sales improvement. Some of those books were better than others. So, you may be asking yourself, “Why should I read Premeditated Selling?” “What can this book teach me that I haven’t already read […]

About the book – Premeditated Selling: Tools for Developing the Right Strategy for Every Opportunity

October 1st, 2012 by

We have been working with sales leaders in Fortune 1000 companies for more than 15 years. During that time alone there have been many books written on strategic account management and many training programs developed with the intent of helping salespeople become more effective when working with their top accounts. A few years ago, we […]

On Boarding New Sales Reps

March 27th, 2012 by

The Art and Science of On-boarding by Richard Ruff TODAY A SALES TEAM must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies it is increasingly difficult to sustain a competitive advantage by traditional means. Traditional factors such as: superior products, scale, and innovative manufacturing technology may […]

Ignite Your Sales Whitepaper Series: Sale Simulations – The Next Step in Driving Business Impact

March 27th, 2012 by

 Written By: Steve Gielda, Principal – Ignite Selling “Pat, how was the sales training you attended last week”?  “It was the same stuff we did last year, just with different models; doesn’t anyone realize we have some really tough new challenges to deal with?” How many times have we heard sales people complain about being […]

Creating Value in the Healthcare Marketplace Challenge – Are You Ready?

March 27th, 2012 by

Written By: Steve Gielda, Principal – Ignite Selling Creating Value in the Healthcare Marketplace Challenge – Are You Ready?  The emergence of managed care organizations has dramatically changed who buys medical products – and this trend will just continue to grow.  While more than one-half of all medical product purchases are made by managed care […]

LEARNING ROADMAP TO BUSINESS IMPACT

March 27th, 2012 by

Written By: Steve Gielda, Principal – Ignite Selling In the very beginning, to improve the effectiveness of your sales team required sales training. Over the past decade many experts have stated that to improve sales effectiveness it requires more than just an event, it required a ‘behavioral change process’. This forced experts in the field […]

BUILDING A MORE EFFECTIVE SALES PIPELINE PROCESS

March 27th, 2012 by

Written By: Steve Gielda, Principal – Ignite Selling for Sales Mastery Forum “What do we need to do to get sales forecasting more accurate?” This is one of the most common and urgent questions asked by senior sales leaders. In theory the answer is a rather simple, but in practice getting better forecasts has proven extremely […]