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Category: key players

Creating the Landscape of Key Players

April 8th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling Bob Ross is famous for being a painter, art instructor, and television host. People of a certain age, including these authors, remember him for his Joy of Painting broadcast, which ran for 12 years on PBS. Ross joyfully painted scenic landscapes, usually filled with “happy little trees.” […]

Where’s the Fire?

April 1st, 2013 by

Written by Kevin Jones, Principal – Ignite Selling Many people love the thrill of riding roller-coasters, such as Kings Dominion’s Intimidator, named for NASCAR’s Dale Earnhardt. Featuring a 300-foot, 85-degree drop and speeds at over 90 mph, the ride lives up to its name. Once the ride crests the hill, there is almost no stopping […]

Who’s Who in the Zoo: Identifying the Influencers

March 25th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling My business partner and I both like to watch football when it’s in season, which it always is, thanks to ESPN, TiVO, and various start-up leagues which compete for our springtime attention. We are drawn to the drama of violent hits and artful grace that abound in […]

Who is Influencing the Influential?

October 24th, 2012 by

Written by Kevin Jones, Principal – Ignite Selling Creating a strategic plan is like painting an oil painting. Artists start with the background, and then add layer upon layer adding more detail and nuances to the picture. In sales, the “picture” we create is the graphical and narrative depiction of how your customer is going […]

Who do you know? Really.

October 19th, 2012 by

Written by Steve Gielda, Principal – Ignite Selling Everyone knows that being successful in an account means knowing who the key players are. Knowing the key players in your strategically important accounts is one of the most crucial and most challenging tasks you will have in the world of the complex sale. We want to […]