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Category: sales

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. […]

Give Sales Training a Dose of Reality

December 10th, 2012 by

Written by Steve Gielda, Principal – Ignite Selling How do you address real-world sales challenges while providing high impact to the company? How many times have we heard salespeople complain about being disappointed by a sales training program? All too frequently. Unfortunately, sales training often comes down to a self-proclaimed expert flipping through a bundle […]

A Different View of Strategic Account Planning

December 5th, 2012 by

Written by Steve Gielda, Principal – Ignite Selling Over the years we have heard many complaints from sales reps and sales managers. The one that rings the loudest is No More Paperwork! Anyone who has been in sales or sales management can relate. Filling out forms can feel like a waste of time. Unfortunately many […]

Marathon or Sprint – the Length of the Decision Process

November 29th, 2012 by

Written by Steve Gielda, Principal – Ignite Selling “Hurry up and wait” is a proverb born from the world of the military, where the need to be constantly ready often leads to hurried preparations followed by extended periods of waiting. It’s a typical phenomenon for military preparedness, inevitable even. After all, the consequences of not […]

In a Storm, Count on ICE

November 15th, 2012 by

Written by Steve Gielda, Principal – Ignite Selling In June 2009, the World Health Organization declared a pandemic. A new virus strain of swine-origin H1N1 was spreading at a rapid rate. By the beginning of 2010, the virus had caused 17,000 deaths. Within six months, hospitals who had been relying on a “just-in-time” approach to […]

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 […]

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 […]