Sales Pipeline Radio – Steve Gielda

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The show is about 20 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales and marketing professionals.

This week’s show is entitled, “Standing Out in a Commoditized Market” and my guest is Steve Gielda, Managing Partner at Ignite Selling.

Tune in as we discuss…

• Buyers buy outcomes, not products. Know what the customer is trying to achieve before you start selling. Features and demos can wait.
• Price is rarely the real reason you lose a deal. When reps say they lost on price, customers usually tell a different story. Dig deeper.
• Reframe the decision criteria before your competitor does. If you let the buyer define the evaluation on their own, a competitor likely already shaped that list. Get there first.

Matt interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to acceleration@heinzmarketing.com.