Discover How To Guide Your Buyer, Win More Sales Opportunities and Accelerate Your Sales Pipeline with This Four-Part Series!

Challenge their Thinking

Written by Steve Gielda, Principal – Ignite Selling Top coaches in any field understand the importance of challenging the individuals on their teams, pushing them beyond what they thought they were capable of doing. A person’s best efforts often come when...

A Case Study: Quantifying Value

Written by Steve Gielda, Principal – Ignite Selling Quantifying value will never be for the feint of heart. It is not the first thing a rookie sales person learns. Understanding the industry, the products, and the customers are all vital and essential. But...

Quantifying Value: Champagne Anyone?

Written by Kevin Jones, Principal – Ignite Selling Introduction In July 2011, two bottles of liquid treasure, in this case French champagne, crossed half the globe, from The Åland Islands off the coast of Finland to a Russian restaurant in Singapore, Buyan Haute...

Who is Influencing the Influential?

Written by Kevin Jones, Principal – Ignite Selling Creating a strategic plan is like painting an oil painting. Artists start with the background, and then add layer upon layer adding more detail and nuances to the picture. In sales, the “picture” we create is...

Who do you know? Really.

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...