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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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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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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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5 Steps to Premeditated Selling

Winning a sale doesn’t happen by accident. Selling requires thoughtful preparation and flawless execution. No two sales opportunities are exactly the same, so sellers must develop a sales strategy for each opportunity that’s as unique as the opportunity itself. As originally seen in Training Magazine. By Kevin Jones and Steve Gielda In our book, Premeditated […]
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Uncovering Customer Concerns Requires Going Beyond Price

Originally contributed to LTEN’s Focus on Training Magazine. By Steve Gielda It’s fair to say that life sciences sales teams have encountered more changes in the past five years than they did in the previous 30 years combined. Furthermore, it appears the changes will not only continue but will accelerate. Medical device and pharmaceutical companies […]
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