sales coaching Archives - Ignite Selling

Why Medical Device Sales Training Struggles to Drive Pipeline Growth

At the recent TT Life Sciences Sales Training & Clinical Education Conference in Dallas, Ignite Selling asked attendees four simple polling questions about sales training effectiveness, measurement, and reinforcement. The responses revealed a clear and consistent pattern: 84% of organizations cannot directly connect sales training to pipeline growth or rely only on anecdotal feedback 62% […]

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Beyond Quota: Why Measuring Sales Performance Is Harder Than It Looks

Sales leaders talk about improving performance constantly. But far too often, the conversation starts—and ends—with the numbers. Revenue. Quota attainment. Pipeline coverage. These are essential measures. But they’re also lagging indicators. By the time they tell you something is wrong, the quarter—or even the year—is already lost. In a recent webinar conversation I had with […]

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Why Deals Break Down in Complex B2B Sales

And What Sales Leaders Must Do Differently in 2026 As sales teams enter another new year, many organizations are doubling down on strategic planning, pipeline discipline, and forecast accuracy. Yet despite better tools, more data, and experienced sellers, a familiar pattern persists: late-stage deals stall, slip, or are lost for reasons that feel frustratingly difficult […]

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Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI

Over the past three decades, I’ve had the privilege of working with over a hundred sales organizations in life sciences and medical devices. One truth has become clear: medical sales is getting tougher. Access is harder, buying committees are larger, and the stakes are higher. And selling strategies for medical sales aren’t keeping up. What […]

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Seize The Power of Strategic Opportunity Planning

Every salesperson is hyper-focused on maximizing the likelihood of winning high-value deals. While some salespeople might still be playing a pure volume game, taking a strategic approach to opportunity planning can help salespeople work smarter and more efficiently. By carefully analyzing market trends, competitor strategies, and internal capabilities, companies can identify and capitalize on opportunities […]

sales coaching

Why Medical Device Sales Training Struggles to Drive Pipeline Growth

Beyond Quota: Why Measuring Sales Performance Is Harder Than It Looks

Why Deals Break Down in Complex B2B Sales

Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI

Seize The Power of Strategic Opportunity Planning

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