Manage Smarter 238 - Avoiding Sales Pipeline Assumptions with Steve Gielda

Steve Gilda is the co-founder of Ignite Selling and the author of "Ignite Your Sales Strategies: A Field Guide to Accelerating the Pipeline." With nearly two decades of experience, Steve has helped organizations enhance their sales processes and successfully launch new products. His expertise lies in strategic thinking, identifying key influencers, and managing sales assumptions.

Steve's company has trained over 25,000 salespeople and sales leaders worldwide. His innovative approach includes game-based learning and simulations, making him a sought-after consultant and trainer in the sales industry.

BONUS: Manage Smarter listeners can get his book for free by mentioning MANAGE SMARTER PODCAST when they click on the book at IGNITESELLING.COM.

In this podcast for sales managers and sales leaders, Audrey, and Steve discuss:

Managing Assumptions in Sales: Steve emphasizes that assumptions in the sales process, especially during new product launches, can lead to failure. He highlights the importance of identifying and engaging with the right influencers and not assuming that the same influencers from past sales will be relevant for new products.
Critical Decision Criteria: Steve points out that salespeople often assume price is the most critical decision factor for customers. However, research shows that other factors like ease of use and serviceability often rank higher. Salespeople need to ask the right questions to understand the true decision criteria.
Creating Urgency: To drive urgency in customers, it's essential to quantify the value of your product and how it helps the customer's business succeed. Understanding and articulating the business metrics impacted by your solution can significantly reduce stalled opportunities.
Role of Technology in Sales: Technology, including AI, helps by reminding salespeople of milestones and providing actionable steps to prevent opportunities from stalling. However, it's crucial to have a well-defined sales process and clear milestones.
Importance of Sales Management: Sales managers play a pivotal role in accelerating the pipeline by holding salespeople accountable and challenging their critical thinking. They act as strategy coaches, ensuring that opportunities don't stall and guiding the sales team effectively.

"The more experienced the salesperson, the more assumptions they make.”
Steve Gielda

Manage Smarter 238 — Avoiding Sales Pipeline Assumptions with Steve Gielda

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