The Good the Bad and the Ugly: Knowing the Competition

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....

Creating the Landscape of Key Players

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...

Where’s the Fire?

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...

Who’s Who in the Zoo: Identifying the Influencers

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...

A Case Study: Quantifying Value

Written by Steve Gielda, Principal – Ignite Selling Quantifying value will never be for the feint of heart. It is not the first thing a rookie sales person learns. Understanding the industry, the products, and the customers are all vital and essential. But...

What’s this Really Going to Cost Me?

Written by Kevin Jones, Principal – Ignite Selling We have said it before and we will say it again. Every sales person has something to sell. And every product and service has a price tag. As we think about quantifying value, one thing we need to think about is...