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 coaching – more about an important topic
Sales coaching – everybody knows it's important but many are still struggling to get it right. So, we are always looking for thoughtful...
Medical device sales – selling with clinical data
Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions....
New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic
A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two...
Sales call lesson from the NFL
Week 1 of the NFL is behind us … teams busily are preparing for Week 2. One point from the world of football...
Medical sales: tailoring sales to physician preferences – A Sales Tip
There is no one way physicians prefer to interact with a medical company. Many factors influence the physician's view of the ideal experience....
Medical sales – selling new technologies to physicians
Sales reps usually get excited when their company launches a new product. And when the product is a new technology that is significantly different...
Selling value – an innovative framing
Every once and while, we stumble across someone who takes a fresh look at something and adds a particularly interesting twist. We found one...
Don’t forget sales call fundamentals – a sales tip
Recently we had a sales training project where we had the opportunity to observe a 50 rep sales team making a series of sales...
Thought bubbles can derail sales strategy – beware!
Selling in major accounts requires thinking and acting strategically. While traveling recently, I read an interesting article by Holly Green in Executive Travel...
Medical device sales – tips to leverage the power of storytelling
Storytelling and sales – a powerful combination! We've written extensively about the power of storytelling noting that success comes more quickly to sales reps...
Create major sales impact by learning how others do it
Nizan Guanaes It's always a good idea to look to your left and right and learn how others are getting it right. A case in...
Active listening: a forgotten key to sales success – A STC Classic
When talking about sales skills, the first thing that comes to mind for many is asking questions. Rightly so. Asking questions, however, is...
Do the best sales people make the best sales managers?
Ask this question to a group of senior sales managers and almost unanimously you'll get the same answer – "Not Necessarily." Yet, when companies...
Sales managers
It is difficult to overstate the importance of the front-line sales manager. Front-line management is the pivotal job for creating a great sales...
Seeking sales advice in a 140 character world
Twitter, texts, emails, plus a slew of the other vehicles allow sales people to respond to others quickly. While quick response time is appreciated,...
Account strategy
More sales teams are adopting the idea that formulating account strategies is a worthwhile undertaking. That's the good news. The bad news is...
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...
Why don’t sales people pivot? Lessons from tech entrepreneurs
One concern we often hear from sales management is: "Our sales teams just don't do a good job managing their pipeline." There are...
Storytelling – another best practice for sales success
Much has been written about the importance of storytelling to sales success – including eight tips for storytelling we posted in an earlier blog...
Sales strategy – playing to win
Although few sales reps would likely admit it – instead of playing to win, they play not to lose. Playing not to lose comes...