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Rethinking the Role of AI, Data, and Tools in Complex B2B Sales

In today’s competitive, complex B2B sales environment, the margin for error is razor-thin. Companies competing in complex markets can no longer rely solely on experience, instinct, or one-size-fits-all sales methodologies.   Originally contributed by Steve Gielda to Top Sales Magazine. Strategic selling now demands three integrated capabilities: human intelligence, artificial intelligence, and a toolkit of […]
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delivering effective sales training
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7 Unbreakable Rules for Delivering Effective Sales Training

Essential Rules for Successful Sales Training That Will Actually Stick Originally contributed to Sales And Marketing Management By Steve Gielda Companies spend a lot of time and money on sales training experiences. The goal is to create momentum, align the sales team around strategic priorities critical to the business, introduce new skills, and change behaviors. […]
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Is Your B2B Sales Pipeline Overflowing with Stalled Deals?

Simply better defining the stages of the pipeline process can bring about massive improvements in the quality and velocity of any B2B sales pipeline. Originally contributed to SellingPower.com By Steve Gielda We’ve all been in meetings where the sales leader asks, “When do you think this opportunity will close?” Most salespeople dread this question – […]
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Building A Better Sales Pipeline Process

It is essential for accurate sales forecasting to clearly define each stage in the sales pipeline process and establish related milestones. Originally written for and published in LTEN’s Focus on Training Magazine By Steve Gielda Ever wonder how to make sales forecasting more accurate? It’s a common question among sales leaders. The answer seems simple, […]
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Minding the Skills Gap: The Power of Sales Training

Sales Training is a Strategy for Winning Originally contributed to LTEN’s Focus on Training Magazine. By Steve Gielda and Kim Catania Sales training and related learning and development (L&D) programs are not “nice-to-haves” or “check-the-box” activities – they are essential for talent growth, retention, and competitive advantage. And, perhaps most importantly, they directly impact your […]
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5 Steps to Premeditated Selling

Winning a sale doesn’t happen by accident. Selling requires thoughtful preparation and flawless execution. No two sales opportunities are exactly the same, so sellers must develop a sales strategy for each opportunity that’s as unique as the opportunity itself. As originally seen in Training Magazine. By Kevin Jones and Steve Gielda In our book, Premeditated […]
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