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Why Your Sales Pipeline Isn’t as Healthy as You Think

Most CEOs believe in their sales pipeline health, but the real story is hidden in stalled and quietly lost deals. In this insightful episode of the Scale Your Sales Podcast, Steve Gielda joins Janice B Gordon and sits down to reveal the pitfalls of sales assumptions and the strategic moves that accelerate revenue and increase […]
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Sales Pipeline Radio: Standing Out In A Commoditized Market

In sales, sharing product features & benefits must wait. Your buyers want to purchase outcomes, not products. Standing out in a commoditized market requires salespeople to focus first and foremost on knowing what the customer is trying to achieve well before they ever start selling. In the most recent episode of the Sales Pipeline Radio […]
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Mastering Strategic Sales

Sales legend and trainer Steve Gielda—co-founder of Ignite Selling—joins Samuel to break down what truly drives performance in medical device, pharma, biotech, and diagnostics. Steve traces his path from selling 3M copiers out of a van to leading life-sciences consulting with Neil Rackham (of SPIN Selling) and building Ignite’s simulation-based, gamified training that accelerates pipelines […]
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Strategic Sales Milestones with Steve Gielda

In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Steve Gielda, President and Co-founder of Ignite Selling and co-author of Ignite Your Sales Strategy. From hauling copiers out of a van to building a global sales consultancy, Steve brings a rare blend of frontline grit and strategic clarity. Together, they dive into the real reasons B2B sales efforts stall and what high-performing teams do differently to keep deals moving and win more often.
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Common Assumptions that Lead to Lost Sales Opportunities

Think you lost that deal because of price? Think again. Steve Gielda joins Mark Hunter on The Sales Hunter Podcast to unpack the real reasons deals stall—and how sales teams often sabotage themselves by relying on outdated assumptions. From misreading stakeholder influence to misjudging urgency, they break down what’s actually going on behind the “no.” […]
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Avoid Sales Pipeline Assumptions

The #1 mistake managers and leaders make is NOT challenging the critical thinking and common assumptions of salespeople. Let’s face it, managers have a lot on their plate and they are running hard every day. Thus, they fall into the trap of asking questions about the facts of what’s happening in one of their reps’ […]
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