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Hunter Podcast to unpack the real reasons deals stall—and how sales teams often sabotage themselves by relying on outdated assumptions.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