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.
Medical device sales – tips to leverage the power of storytelling – An STC Classic
Sales and storytelling – a powerful combination! We've written extensively about the power of storytelling noting that success comes more quickly to sales reps...
Internal champions – all your eggs in one basket
Most people agree that in major accounts developing internal champions is a strategic imperative because a lot of the selling is going on when...
Business development in major accounts
Major accounts are not just big little accounts – they're fundamentally different than territorial accounts. From the customers' perspective market demands, competition, and government...
Sales coaching – addressing the smartphone reflex
Selling – technology definitely provides new opportunities for sales managers and sales reps. However, as relayed in the WSJ there are some pitfalls. The article...
Pharma sales – it’s a different world
Pharma sales reps in the U.S. nearly doubled to 100,000 between 1996 and 2005 even though the number of practicing physicians rose by just...
Sales simulations – why sales reps like them
Think back to the sales training programs you've attended. It's likely that the great sales training programs had two characteristics in common – the...
Sales strategy and the NBA playoffs – lessons from the court
Sales strategy and the NBA? One point made in the analysis running up to the NBA Finals struck us: Both the Heat and Spurs...
Sales tip – create a personal value proposition
At the beginning of sales training programs we often ask salespeople: "How can you do a better job in creating value for your customer?"...
New sales manager – don’t lose a chance to make a difference
Congratulations! You were a top sales person. You've just been promoted to sales manager – you have a team of 12 sales reps....
Selling value in the medical device market – good is not good enough
Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative. This challenge requires...
Professional service sales – leveraging the power of the team
Team selling does not guarantee sales success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations...
Developing internal champions – it’s important and it isn’t easy
A lot of selling goes on in major accounts when you not there. Top sales performers know they need someone to "tell their story"...
Sales managers – stop assuming majority rules works best
It's easy to manage a sales team when there's consensus on where you're going and how you're going to get there. But what happens...
Selling value – the bar has been raised
Company knowledge and product expertise have been and are critical components of any sales rep's success. Today, however, customers expect sales people to know...
Medical device sales – the book of knowledge is expanding
When we first began working with medical device companies, we heard a VP of Cardiac Devices open our sales training program. More than...
Can you sustain a competitive advantage by product alone?
Sometimes a company has a superior product as compared to all the other competitors. There is also the "killer product" scenario like the...
Selling mistakes – five corrections for getting back on track
Sales reps and mistakes Sales reps dread dealing with mistakes. At best they get you off track … at worse they lose you the...
Medical sales – tailoring sales to physician preferences – An STC Classic
There is no one way physicians prefer to interact with a medical products company. Many factors influence the physician's view of the ideal...
Senior leadership engagement in sales training – more time may not be a waste of time
Over the years we have conducted numerous training projects for companies engaged in major B2B sales. Recently we completed a project that made...
Sales managers must not forget to forgive – A sales tip
According to Rosabeth Moss Kanter, "Leaders must be firm and foster accountability, but they also must know when to forgive past mistakes in the...