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Category: Uncategorized

Assumptivitis…a chronic disease of many sales people

November 20th, 2017 by

It’s a story that has played out time and time again. A company announces a new product. It is innovative, well positioned and competitively superior. Senior management has high expectations for the new product and has established big revenue targets. Unfortunately, winning market share with a new product is hard. In fact, according to a […]

How can Sales Simulations help make classroom training more relevant and engaging for tech-savvy learners?

August 25th, 2017 by

Dave and I met for a cup of coffee last week, a ritual we were happy to hold on to since I left my previous job to join Ignite. We always enjoyed our conversations that usually centered around our work. Dave seemed pre-occupied this week, and I understood that most of it was because, for […]

Is Price killing your sale? Think again!

July 20th, 2017 by

Ask most sales reps the reason they lost their last sale and they will most likely say; “price, the competition undercut me to win the business”. Price is easy to blame and sometimes it really is the culprit, but, more often than not, it is not the problem. In fact, our research has shown that […]

Why isn’t the sales team selling our new product?

July 10th, 2017 by

This is a question that is asked by business executives every year. The company invested lots of time and resources to bring a new product to market. R&D invested hundreds of thousands of dollars creating a product that should far exceed anything in the market today. Product Managers have invested hundreds of hours developing marketing […]

How to Ask Coaching Questions that Challenge your Reps Thinking

June 15th, 2017 by

While speaking at a Sales Conference this past spring, I shared a few best practices around what top sales managers are doing to drive better sales results. Top coaches in any field understand the importance of challenging the individuals on their teams, pushing them beyond what they thought they were capable of doing. A person’s […]

3D Coaching Workshop at Medical Device & Diagnostic Train the Trainer Summit

March 7th, 2017 by

Ignite Selling is participating at the 10th Anniversary Medical Device and Diagnostic Train the Trainer Summit in New Orleans on March 30-31, 2017. Q1 Productions organizes this summit semi-annually to bring together more than 100 top medical device companies to address innovations and ideas in sales and clinical training. Our President, Steve Gielda is conducting […]

Look Around: How do you Measure Up?

December 19th, 2012 by

Written by Kevin Jones, Principal – Ignite Selling Many sales leaders train their sales force on how to sell. Listening, understanding the company’s value proposition, and face to face selling skills are very common programs for a sales force to implement to improve skills in selling. We recommend a thorough competitive analysis in the curriculum. […]

Sound Check – The Art of Team Selling

October 12th, 2012 by

Written by Kevin Jones, Principal – Ignite Selling Selling in teams is becoming more common in today’s marketplace. More frequently than ever before, product experts from corporate headquarters, sales managers, senior leaders, and customer support are accompanying sales people on client visits and are playing a more active role throughout the entire sales process. For […]

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 […]

Quantifying Your Value Proposition

March 27th, 2012 by

by Richard Ruff QUANTIFYING a value proposition is all about creating and communicating a clear and compelling picture of how a solution will drive business results for the customer. It requires the translation of the benefits of the solution into high impact measurable outcomes that matter to the customer. If done effectively, it enables sales people to […]