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Category: sales rep

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 […]

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 […]

On Boarding New Sales Reps

March 27th, 2012 by

The Art and Science of On-boarding by Richard Ruff TODAY A SALES TEAM must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies it is increasingly difficult to sustain a competitive advantage by traditional means. Traditional factors such as: superior products, scale, and innovative manufacturing technology may […]