Written by Steve Gielda, Principal – Ignite Selling Many people in selling know at this point it is important to get inside your customers head to think as your customer thinks. We cannot think about our offering, talk about our offering, present...
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...
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...
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...
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....