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.
Sales managers – 6 tips to be nimble!
As the new year begins there are countless articles sharing personal and business advice. One story that caught our eye appeared on the...
Team selling – the need for more shorter, better meetings
Customer expectations are getting higher – the bar is being raised. Today's customers increasingly want salespeople to provide new perspectives and real insights …...
Sales coaching: it’s about more than improving skills – A sales tip
Sales coaching – so much of the advice shared in sales training programs and incorporated into sales coaching books and blogs focus on skill...
Sales managers – leverage the 3-idea rule to convert complaints to solutions
Salespeople often raise problems with their sales managers that require fixing. There is more than one way to "fix"problems and one way is...
Team selling and the four deadly sins
You have a great account strategy; you've done a good job on the pre-call planning as a team. The sales call has been rehearsed...
Avoid silver bullets and 4 other costly major account selling mistakes
Business executives make "bet the company" decision every day. According to Bain's Michael Mankins, when good decisions are made, they almost always result...
Sell as a team – plan as a team
Let's assume you are about to make a team sales call. Before the team makes the sales call there are three important things...
Business conversations trump product presentations
Sales conversations are more engaging than sales presentations – talking with is more effective than talking at. The culprit is inherent in the nature of...
New sales managers – 6 questions to help avoid the granular trap!
New sales managers face a lot of new challenges. Needless to say, this can lead to an initial feeling of being overwhelmed. As they...
Sales negotiations – 4 strategies for handling conflict
No matter how skillful you are at sales negotiating, conflicts will a rise. Therefore, if you are going to close the sale and build...
Bridge the aspiration gap – win the sales presentation
A good sales presentation that fails to win the business is not good enough. Sales presentations must persuade customers to make a decision in...
Selling value – great is the new black
Salespeople must, in a compelling way, make the connection between their solution and the outcomes that are important to the customer. They cannot...
Sales negotiations – trust is imperative!
Everybody knows it – the critical centerpiece of a great customer relationship is always that fragile element: trust. Trust is never something that...
Sales managers – it’s what you say and how you say it
A hallmark of a great sales manager is being a good communicator. It matters what you say and how you say it. For example,...
8 best practices for successful team selling
In major accounts there are a number of different strategic situations where a team sales call is preferred. For example, the salesperson might...
Don’t Let Your Next Product Launch Fail!
Companies launch a dazzling array of new products every year. Some are designed to be significant revenue producers or game changers. A few...
5 Payoffs to Asking Questions in Sales Calls
If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers...
Sales calls – follow-up matters – 5 best practices
Pre-call planning is a popular topic – a lot has been written about it. Even more has been written about what to do...
Sales manager tip – be a filter not a funnel
Each year sales managers spend a substantive amount of time and effort helping their sales team use their time with the customer more effectively....
Why sales people talk too much
Spend a week in the field with sales reps and you'll observe too many sales calls where the sales rep is just talking too...