Janet Spirer
Janet Spirer
For more than 30 years Janet Spirer has worked with the Fortune 1000 to craft sales training programs that make a difference. Working with market leaders Janet has learned that today's great sales force significantly differs from yesterday. So, Sales Momentum offers firms effective sales training programs affordably priced. Janet is the co-author of Parlez-Vous Business, to help sales people have smart business conversations with customers and the Sales Training Connection.
Beating the competition in an undifferentiated market
When is selling the most fun? Certainly when you have a superior product. Perhaps it’s even a “killer product”, like the Xerox copier...
Shape the customer’s decision journey – create a unique competitive advantage
McKinsey&Co’s David Edelman and Marc Singer recently wrote about the world of consumer buying. We thought the overall conclusion also had relevance for the B2B market. According...
Sales and the art of chitchat
Sales and the art of chitchat Posted on November 4, 2015 by Janet Spirer Sales Chitchat Customers want fresh ideas and creative insights to address…
Internal champions – why one may not be enough
In major accounts a lot of the selling is going on when you are not there. So developing internal champions is a key to...
Sales success – reducing risk is as important as selling value
Major account sales occur in a dynamic business environment with multiple players, long buying processes, and complex solutions. In this market everybody gets it. ...
Sales reps – how to bring value by saying “no”
At dinner last night, a friend who had the good fortune of being at Woodstock relayed a story shared by Arlo Guthrie. Guthrie was...
Winning more business – the power of thinking ahead and reasoning back
Today most senior leaders in B2B companies agree that having a superior sales team matters. Although it is difficult to develop a superior sales...
Sales negotiation – 4 table stakes
In today’s B2B buying environment, negotiation is likely to be part of any sales cycle. It is also true that the buying process is...
Sales success – just how important is grit?
One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. Cox was interested...
4 tips to raise sales networking up a notch in 2015
As 2015 starts and the need for new business opportunities emerge, sales reps will be finding themselves at industry conferences and other meetings where...
Sales success – don’t forget these 6 soft skills
Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some...
Sales success – failure and success seem to be traveling companions
Ever attend FailCon? It’s a one-day conference where folks share their “biggest failures.” It has been a success for four years running. But this...
Internal champions – why champion you?
In complex sales a lot of the decision-making is going on when you not there. Changes occur all the time – what was true...
Sales and Storytelling – 16 tips and 3 shout-outs for help
Sales reps that are able to share engaging stories that resonate with customers can make a more compelling connection between their solution and the...
Why do millennials make great salespeople?
Many companies are now hiring millennials – a move that expands generational diversity of their sales teams. It also raises a couple of significant questions...
Key account managers (KAMS) – is it time to adopt Waigaya?
According to Accenture over the last decade companies are increasingly adopting the key account manager model (KAM) in response to the consolidation of buying...
Create sales success – do what you say you will do
When we surveyed B2B buyers about what was most important to them in a salesperson, a top response was “do what you say you...
Salespeople must add business collaboration to their skill set
Across industries, we’re witnessing B2B sales becoming increasingly complex – involving more decision makers, buying committees, longer sales cycles, vendor consolidation initiatives, and cost...
Sales teams – lessons from the US Open doubles partners
Did you watch the US Open doubles tennis matches? Do you begin to wonder what the players were saying to each other between points?...
Sales process – it must mirror the customer’s buying process
In the last ten years a substantial amount of time, effort, and money has been devoted to discussing the sales process. Listen to a...