Training Industry Sales Training and Enablement Presentation

In this video produced by Training Industry titled “Sales Training and Enablement”, Steve Gielda discusses concepts that include how to accelerate your sales pipeline, accelerate revenue, what are the right questions to ask, and why do opportunities stall in the pipeline?

Ignite Selling highlights 5 key questions:

  • What was driving your sense of urgency to decide now?
  • How many people are involved in the decision process?
  • Which three people have the greatest influence on this decision, in order of importance?
  • What are the decision criteria being used to compare one solution to another, in order of importance?
  • What do you believe is the salesperson’s company’s greatest strength?

During the course of the video we answer those questions from both the Account Manager’s and the Customer’s point of view and the answers will surprise you.

And when asking what was slowing down the Pipeline Process our common findings uncovered the following 5 answers:

  • Reps assumed they understood what was driving the customer’s sense of urgency.
  • Reps lacked an understanding of the customer’s key metrics.
  • Reps assumed they knew the decision criteria.
  • Reps missed an opportunity to quantify the value.
  • Reps assumed their adversaries were neutralized and that they knew all of the key influencers.


Learn more about pipeline acceleration with our Virtual Ignite Your Sales Strategy simulation.

Virtual Sales Strategy Simulation »