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...
Written by Steve Gielda, Principal – Ignite Selling Many people in selling know at this point it is important to get inside your customers head to think as your customer thinks. We cannot think about our offering, talk about our offering, present...
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...