sales process Archives - Ignite Selling

Sales Questioning Techniques: How Better Questions Accelerate Opportunities

Questioning doesn’t just advance a sales conversation; it helps determine whether an opportunity deserves to advance at all. As sales professionals, we’ve all heard the advice: ask better questions. Simple enough, right? Yet after decades of working with sales teams across industries, I’ve observed that many salespeople still approach questioning as a checklist activity. And […]

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Using a Spear and Shield: Sales and Marketing Alignment in Life Sciences Product Launches

Consider the following: A soldier is much more effective with both Spear and Shield working in harmony than independently. There is greater success to be found in both combined. The life sciences sector is currently navigating a period of unprecedented transformation. The complexity of launching a medical device has reached an all-time high. The traditional […]

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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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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 […]

sales process

Sales Questioning Techniques: How Better Questions Accelerate Opportunities

Using a Spear and Shield: Sales and Marketing Alignment in Life Sciences Product Launches

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

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

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