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Category: strategic planning

Think Like Your Competition – in Reverse

January 2nd, 2013 by

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 our offering and be successful selling our offering to clients across the […]

A Different View of Strategic Account Planning

December 5th, 2012 by

Written by Steve Gielda, Principal – Ignite Selling Over the years we have heard many complaints from sales reps and sales managers. The one that rings the loudest is No More Paperwork! Anyone who has been in sales or sales management can relate. Filling out forms can feel like a waste of time. Unfortunately many […]

Marathon or Sprint – the Length of the Decision Process

November 29th, 2012 by

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 for military preparedness, inevitable even. After all, the consequences of not […]

We Only Wanna Buy from You!

November 20th, 2012 by

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 in the enviable position of facing virtually […]

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 is Influencing the Influential?

October 24th, 2012 by

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 the graphical and narrative depiction of how your customer is going […]

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 […]