Most CEOs think their sales pipeline is healthy, but the real story is hiding in stalled and quietly lost deals.

We unpack why processes always beat skills for predictability and how top sales teams are winning bigger in a tougher market.

In this episode, Janice B Gordon sits down with Steve Gielda to reveal the pitfalls of sales assumptions and the strategic moves that accelerate revenue and increase deal velocity.

What you'll learn: a) Why understanding your buyer's real metrics is the secret to beating lower-cost competitors b) The critical difference between stages and milestones in sales processes c) How assumptions, especially by experienced reps, kill deals

Steve Gielda has spent 30 years at the forefront of global sales performance, co-founding Ignite Selling and helping world-class organisations like Boston Scientific, Siemens, and Mastercard drive faster, more strategic revenue growth.

Timestamps:

00:00 Understanding buyer priorities and metrics

04:53 Understanding the buyer's perspective

08:42 Identifying and leveraging key stakeholders

13:30 Improving sales processes

16:27 Defining and leveraging stakeholders

19:00 Win-loss analysis findings

23:23 Engaging sales rep conversations

27:18 Strategic sales approach boosts revenue

31:36 AI tools for sales strategies

32:58 Defining product advocates

Connect with Steve