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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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Clarifying Sales Strategy to Drive High-Impact Sales Behaviors

In this webinar, in partnership with The Sales Management Association, Steve Gielda and Bob Kelly (Chairman of the SMA) explore how organizations can enable more consistent, predictable, and high-impact sales performance by clarifying sales strategy. As market complexity grows and buying behaviors continue to shift, many sales teams struggle not because they lack effort or […]
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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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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Sales Hunter Podcast to unpack the real reasons deals stall—and how sales teams often sabotage themselves by relying on outdated assumptions.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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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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