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.
Onboarding salespeople – yesterday’s good is not good enough
How salespeople are onboarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales...
Internal champions – remember you are Not there most of the time
Many things are important to be successful in B2B sales. Some topics seem to be talked about a lot; others receive less attention. One...
Ask more questions – meet expectations, win more sales
Successful sales calls – ask more questions What customers expect from salespeople today is different than yesterday. Simply being good at developing relationships and having...
Business development challenge in professional services – role of team selling
Developing business in professional services firms looks very different today than ten years ago. In the past, business often was developed by individuals –...
4 best practices for mentoring new sales reps – An STC Classic
A Classic – ’63 Corvette Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach...
MedTech sales – past success doesn’t guarantee future wins
For years MedTech companies have enjoyed strong gross margins and top-line growth. As the marketplace shifts to value-based healthcare, BCG (in its 2013 MedTech...
8 traps successful women avoid in b2b sales
A few weeks ago we posted a blog: 6 traps successful women avoid in b2b sales. The 6 traps we identified were: Copying male salespeople...
Sales leaders — 5 tips for achieving your best from McKinsey & Co
Centered Leadership, a new book from Joanna Barsh and Johanne Lavoie at McKinsey & Co, introduces the importance of mind-sets to effective leadership. They...
6 traps successful women avoid in b2b sales
Selling in B2B accounts is not easy for any salesperson. Successful female salespeople acknowledge the power of their selling styles and how they differ...
Build great partnerships – create a competitive advantage
Rosabeth Moss Kanter recently posted a great blog sharing three reasons why everything goes better with partners. She shares that even if you’re a...
Sales coaching – jump start by leveraging trigger events
Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more...
MedTech sales – the declining advantage of superior technology
For years MedTech companies have enjoyed strong gross margins and top-line growth. However as a recent report by the Boston Consulting Group (BCG) notes...
6 tips for delivering bad news to customers
Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think that it is not...
Medical sales – grabbing physician attention – An STC Classic
Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing...
Redefine the competitive landscape – win the day
Pick up any business magazine – or for that matter any self help magazine – and more often than not you’ll see an article...
Drive sales innovation by bottom up entrepreneurialism
Many markets are undergoing a transformational change where the customer is demanding salespeople bring innovative thinking and new insights. A good case in point is...
10 tips for B2B salespeople to win the sales call execution challenge
As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts...
Sales managers must be roadblock removers
Sales managers – roadblock removers Sales managers – how does your sales team spend its time? If you’re like most, it’s likely that your salespeople...
Opening sales statements: start right – finish first – An STC Classic
Opening sales statements – a popular topic of conversation especially with new sales people. We often have new sales reps asking, “How should I...
B2B sales – is more better?
When selling, how many reasons should you use to produce the most positive impression of a product or service? Is there a magic...