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 sales – ask for commitments if you want to win
Asking for a commitment that moves the sales process forward – too often it's the forgotten last step in a sales call. Unfortunately,...
Team selling – adding an 11th law
Team selling is more prevalent and more important then every. While it might have been a luxury to be good at it; today...
New sales managers – pitfalls and perils of off-the-cuff comments
Everyone speaks off-the-cuff, but the impact of these comment varies based upon who's talking. We've noticed that one of many adjustments new sales...
Sales success – Five success tips from professional athletes
Elite athletes are naturally gifted and they train hard. They are also supported by a team of physicians, nutritionists, physical therapists, and trainers....
Selling to hospital information technology departments
Because of the transformational changes in the buying environment selling to hospitals is a much-discussed topic – including in our blog the Sales Training...
Opening sales statements: start right – finish first
Opening sales statements – a popular topic of conversation especially with new sales people. We often have new sales reps asking, "How should I...
4 best practices for mentoring new sales reps
Mentoring new sales reps is a technique many companies use to "jump start" new sales reps. It's a logical approach providing new sales reps...
Sales-marketing chasm: time’s up
Today companies are searching for every possibility for achieving a competitive advantage. Yet, one potential possibility continues to be underleveraged or neglected – bridging...
Sales managers – it’s time to assess your performance last year and adapt!
A year ago, we published a post on the importance of sales managers to assess their prior year's performance and to incorporate the results...
5th issue impacting medical sales in 2013 – customer satisfaction
In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues Hospital-physician alignment grows ACOs are on the rise…
Strategy review sessions: a different perspective – A STC Classic
Crafting a sales strategy is a key to success – especially when selling into major accounts. While front-line sales managers agree, we often hear...
Sales managers – a lesson from the Duke Blue Devils
Duke Blue Devils Coach K (Mike Kryzewski) led the Duke Blue Devils to four NCAA championships and the men's Olympic basketball team to two gold...
Don’t forget the importance of gratitude in sales – A sales tip
A lesson learned when growing up is the power of showing gratitude. A common form is the proverbial thank you note. Obviously...
Team selling
Team selling increasingly is becoming more prevalent in major sales. And with the rise of team selling comes an interesting question: How can...
Sales strategy – it starts at the top
In sales a fair amount of time is spent on crafting, executing, and modifying sales strategy. Some topics, like how sales reps should...
Personal credibility – a key to sales success
Customer satisfaction – a crucial and interesting topic. Over the years we've surveyed hundreds of potential buyers across industries in the B2B market...
Ten laws for successful sales teams – A STC Classic
Selling in teams does not guarantee success. As a matter of fact, sales teams are frequently misused and ineffective. On the other hand, some...
Medical sales – A new sales environment as more physicians become hospital employees
Historically physicians owned their own practices, but times are changing. With healthcare reform, work-life balance issues, and the financial demands of setting up a...
Leveraging sales success
There's little doubt that winners behave differently then losers. It's easily observable in sports and sales. Let's take a look at some specific behaviors and...
Sales people and the entrepreneurial spirit
When asked the key to being successful as a technology entrepreneur, Mark Cuban, the cofounder of Broadcast.com replied, "… willingness to outwork and...