Managing Sales Organization Strategy: Research Brief
Managing Sales Organization Strategy
The Objection Isn’t the Problem — The Missing Conversation Is
Originally contributed to Top Sales Magazine. By Steve Gielda. Many salespeople approach objections and customer negotiations as battles to win. When a customer pushes back on price, delays a decision, or raises concerns about risk, the instinct is often to respond quickly with reassurance, justification, or persuasion. But top-performing salespeople see these moments differently. They […]
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 […]
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 […]
Stop Assuming, Start Enabling: Three Goals for Better Sales Performance
Help sales teams think, communicate and engage more effectively Originally written for and published in LTEN’s Focus on Training Magazine By Gabe Holmes and Steve Gielda As commercial sales teams set their annual performance goals and finalize strategic plans for the year ahead, familiar challenges tend to resurface. Every year, many of the same gaps […]
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 […]