skip to main content
 

Category: selling

Are You Still Blaming Price?

April 15th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling Throughout the past 20 years, we have worked with salespeople with varying levels of experience across a broad spectrum of industries. In our work with these clients, we’ve evaluated sales opportunities that were both won and lost. When we’ve asked about the lost opportunities, a common culprit […]

What’s this Really Going to Cost Me?

January 21st, 2013 by

Written by Kevin Jones, Principal – Ignite Selling We have said it before and we will say it again. Every sales person has something to sell. And every product and service has a price tag. As we think about quantifying value, one thing we need to think about is the price. We will refer to […]

Micro or Macro: Pay Attention to the View

November 8th, 2012 by

Written by Kevin Jones, Principal – Ignite Selling A lot of very unexpected things can happen. Have you ever been caught unprepared? Being outside when a storm hits, away from shelter. That scrambling, frenetic, heart racing feeling of getting to safety or getting in out of the storm? How many of us have had client […]

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 […]

About the book – Premeditated Selling: Tools for Developing the Right Strategy for Every Opportunity

October 1st, 2012 by

We have been working with sales leaders in Fortune 1000 companies for more than 15 years. During that time alone there have been many books written on strategic account management and many training programs developed with the intent of helping salespeople become more effective when working with their top accounts. A few years ago, we […]