Quantifying Value: Champagne Anyone?

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...

The Competition: Opportunity or Threat

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...

Think Like Your Competition – in Reverse

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...

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

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...

Marathon or Sprint – the Length of the Decision Process

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...