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

Think Like Your Competition – in Reverse

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...

Marathon or Sprint – the Length of the Decision Process

Written by Steve Gielda, Principal – Ignite Selling “Hurry up and wait” is a proverb born from the world of the military, where the need to be constantly ready often leads to hurried preparations followed by extended periods of waiting. It’s a typical phenomenon...

We Only Wanna Buy from You!

Written by Kevin Jones, Principal – Ignite Selling “We aren’t looking at any alternatives to your solution. We want to work with you and no one else.” Wouldn’t it be nice to hear those magical words? While it is possible that some of you reading this have been...

Micro or Macro: Pay Attention to the View

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...