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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Sales Hunter Podcast to unpack the real reasons deals stall—and how sales teams often sabotage themselves by relying on outdated assumptions.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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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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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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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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