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Category: Strategic Planning

The Good the Bad and the Ugly: Knowing the Competition

April 15th, 2013 by

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. Do not underestimate them. Learn their strengths and their weaknesses. […]

Creating the Landscape of Key Players

April 8th, 2013 by

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 joyfully painted scenic landscapes, usually filled with “happy little trees.” […]

Where’s the Fire?

April 1st, 2013 by

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 name. Once the ride crests the hill, there is almost no stopping […]

Who’s Who in the Zoo: Identifying the Influencers

March 25th, 2013 by

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 drama of violent hits and artful grace that abound in […]

A Case Study: Quantifying Value

January 28th, 2013 by

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 quantifying the value of what you are selling is also important for […]

What’s this Really Going to Cost Me?

January 21st, 2013 by

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 the price. We will refer to […]

Quantifying Value: Champagne Anyone?

January 16th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling Introduction In July 2011, two bottles of liquid treasure, in this case French champagne, crossed half the globe, from The Åland Islands off the coast of Finland to a Russian restaurant in Singapore, Buyan Haute Cuisine and Caviar Bar. The restaurant paid $78,400 US in an online […]

The Competition: Opportunity or Threat

January 10th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling In a selling environment it is vitally important to think like your buyer rather than being focused on you, your company and your products. Their challenges, their solution decision criteria and the priorities of their decision criteria are all vitally important to know. In addition to thinking […]

Think Like Your Competition – in Reverse

January 2nd, 2013 by

Written by Steve Gielda, Principal – Ignite Selling Many people in selling know at this point it is important to get inside your customer’s head – to think as your customer thinks. We cannot think about our offering, talk about our offering, present our offering and be successful selling our offering to clients across the […]

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 […]