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Category: Kevin Jones

What’s this Really Going to Cost Me?

January 21st, 2013 by

Written by Kevin Jones, Principal – Ignite Selling We have said it before and we will say it again. Every sales person has something to sell. And every product and service has a price tag. As we think about quantifying value, one thing we need to think about is the price. We will refer to […]

Look Around: How do you Measure Up?

December 19th, 2012 by

Written by Kevin Jones, Principal – Ignite Selling Many sales leaders train their sales force on how to sell. Listening, understanding the company’s value proposition, and face to face selling skills are very common programs for a sales force to implement to improve skills in selling. We recommend a thorough competitive analysis in the curriculum. […]

Sound Check – The Art of Team Selling

October 12th, 2012 by

Written by Kevin Jones, Principal – Ignite Selling Selling in teams is becoming more common in today’s marketplace. More frequently than ever before, product experts from corporate headquarters, sales managers, senior leaders, and customer support are accompanying sales people on client visits and are playing a more active role throughout the entire sales process. For […]

Should You Read this book? Do you sell against price?

October 1st, 2012 by

Written by Steve Gielda, Principal – Ignite Selling Throughout the past 20 years many books have been written on the topic of sales improvement. Some of those books were better than others. So, you may be asking yourself, “Why should I read Premeditated Selling?” “What can this book teach me that I haven’t already read […]

About the book – Premeditated Selling: Tools for Developing the Right Strategy for Every Opportunity

October 1st, 2012 by

We have been working with sales leaders in Fortune 1000 companies for more than 15 years. During that time alone there have been many books written on strategic account management and many training programs developed with the intent of helping salespeople become more effective when working with their top accounts. A few years ago, we […]