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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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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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