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Category: SWOT

The Competition: Opportunity or Threat

January 10th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling In a selling environment it is vitally important to think like your buyer rather than being focused on you, your company and your products. Their challenges, their solution decision criteria and the priorities of their decision criteria are all vitally important to know. In addition to thinking […]

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 […]

Look Around: How do you Measure Up?

December 19th, 2012 by

Written by Kevin Jones, Principal – Ignite Selling Many sales leaders train their sales force on how to sell. Listening, understanding the company’s value proposition, and face to face selling skills are very common programs for a sales force to implement to improve skills in selling. We recommend a thorough competitive analysis in the curriculum. […]