Pragmaticlive

“Are we better than the competition, equal to the competition, or not as good as the competition? Do we know? Sales teams can help us answer these questions.” Steve Gielda, President and co-founder of Ignite Selling In this episode of Product Chats, we are joined by Steve Gielda, President and co-founder of Ignite Selling, a global sales training, simulation and consulting organization dedicated to helping customers build world class sales teams.   Steve opens the discussion by addressing the inherent tension between product marketing and sales groups, emphasizing their critical interdependence despite contrasting personalities. He highlights a staggering insight: the vast majority of new products fail to meet their first-year revenue targets, often due to misguided assumptions (detailed in the Whitepaper “5 Assumptions that Cause New Products to Fail”).   Steve identifies three common assumptions that lead to these failures: sales teams knowing which accounts to target, identifying the correct contacts with