Janet Spirer

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 vs. the mimeo machine. Unfortunately with global competition and advanced manufacturing technologies, those days are rare and if they do occur...

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 to Edelman and Singer – “the traditional funnel model in which customers begin with a set number of brands in...

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 their needs that are both new and challenging.  Increasingly customers...

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. When talking with sales reps about internal champions, it’s clear that in many cases once they’ve developed an internal...

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.  You can’t win by just pitching products; you have to sell value. Selling value is about helping the customer understand how...

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 at Woodstock and was asked to play a day before he was scheduled to appear. While uncomfortable with the request...

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 team, they know it is one of the few sustainable advantages left. Consider this…. Due to global competition and advanced manufacturing…

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 no longer a simple linear step-by-step interaction between the customer and the seller; hence negotiation may occur at any time...

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 in identifying the factors that contributed to the accomplishments of true genius.  She studied the background and works of 300...

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 they can – and should – be on their networking game. To optimize these opportunities, let’s look at some networking tips, so sales reps...

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 of these sales skills being taught. They are the fundamentals and they are critical to sales success. And just because...

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 year, FailCon was cancelled.  It was cancelled not because the topic is passé or because of lack of interest but...

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 yesterday may not be true today.  In these environments, salespeople absolutely need someone who has a seat at the table...

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 customer’s needs. It is one thing to list why a customer should do business with you; it is another to...

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 like: How do you engage millennial sales reps? We’ve addressed that question in several previous blogs. But the question we haven’t...

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 power in the B2B sector. One case in point is where KAMs are spearheading sales to large consolidated healthcare IDNs seeking...

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 will do” – or in other words, keep your promises. It was interesting that “knowledge about their products” didn’t make the...

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 reduction programs. With these changes to the customers’ buying process, sales reps often must shift from being a lone wolf to...

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? We did and others must have too since the NY Times printed a front-page article about just that question. What is going...

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 conversation about tye sales process it usually begins by someone saying something like: “We have very aggressive sales targets and we’re...

New Posts