sales process Archives - Ignite Selling

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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Stop Blaming the Refs: The Hard Truth About Why Salespeople Lose Deals

In sales, it’s easy to blame the customer when a deal slips away. It sounds familiar:“They went with the cheaper option.”“They didn’t understand the value.”“Procurement shut it down.” Those statements feel true in the moment—but they’re often not the real story. Blaming price or the customer is the sales equivalent of a football player blaming […]

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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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Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals

In a recent episode of The Sales Hunter Podcast, I had the pleasure of joining Mark Hunter to explore one of the most persistent threats to sales success: sales assumptions that quietly kill deals. These aren’t just innocent shortcuts in thinking. They’re silent killers of progress—especially in complex B2B sales. When left unchecked, assumptions can […]

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How to Help Salespeople Create A Sense of Urgency in Sales

A critical factor underlying any buying process is the customer’s sense of urgency. Most salespeople will have a sense of whether or not a customer wants to act now. If the sense of urgency in sales, what’s primarily driving and motivating the customer’s decision to act and act NOW, is obvious, all you have to […]

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The Habits of Top Sales Performers

Top sales performers proactively drive opportunities through the sales pipeline rather than playing a passive or reactive role. By adopting the habits of top sales performers, salespeople focus on smart, clear milestones at each stage, fostering momentum-building activities and motivating customers to take action. Top-performing salespeople typically aren’t hard to spot. They’re the ones winning […]

sales process

Why Deals Break Down in Complex B2B Sales

Stop Blaming the Refs: The Hard Truth About Why Salespeople Lose Deals

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

Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals

How to Help Salespeople Create A Sense of Urgency in Sales

The Habits of Top Sales Performers

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