sales tips 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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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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Avoiding the Most Common Sales Mistakes: Making Assumptions

One of the sneakiest threats I see in sales isn’t lack of effort, weak messaging, or even competitor pressure. The most common sales mistakes begin with making assumptions. And ironically, the more experience a sales rep has, the more likely they are to assume. I’ve been guilty of it too. But assumptions are silent killers […]

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How to Identify Key Influencers in Complex B2B Sales

In sales, we often hear about the importance of identifying and working with influencers—those individuals who play a pivotal role in shaping a customer’s decision. But a critical truth is often overlooked: not all influencers are created equal, and more importantly, no two individuals can have exactly the same level of influence over a decision. […]

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How to Help Salespeople Create A Sense of Urgency in Sales

The Real Job of the Salesperson Is Not Creating Urgency — It’s Revealing It 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 […]

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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 tips

Sales Questioning Techniques: How Better Questions Accelerate Opportunities

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

Avoiding the Most Common Sales Mistakes: Making Assumptions

How to Identify Key Influencers in Complex B2B Sales

How to Help Salespeople Create A Sense of Urgency in Sales

The Habits of Top Sales Performers

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