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Category: sales manager

Sales Manager-Coach: Looking for the Coach-able Middle

February 18th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling As performance improvement professionals, our clients have invited us to work with their sales teams on a variety of sales effectiveness challenges. Over the years, we have worked with sales professionals of every skill level, drawing lessons from all of them. We have worked with them to […]

Think Like Your Competition – in Reverse

January 2nd, 2013 by

Written by Steve Gielda, Principal – Ignite Selling Many people in selling know at this point it is important to get inside your customer’s head – to think as your customer thinks. We cannot think about our offering, talk about our offering, present our offering and be successful selling our offering to clients across the […]

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 […]

We Only Wanna Buy from You!

November 20th, 2012 by

Written by Kevin Jones, Principal – Ignite Selling “We aren’t looking at any alternatives to your solution. We want to work with you and no one else.” Wouldn’t it be nice to hear those magical words? While it is possible that some of you reading this have been in the enviable position of facing virtually […]

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 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 […]