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.
Craft sales strategy by thinking ahead and reasoning back
Large organizations are not just big little organizations. They possess a higher level of complexity that makes them qualitatively different. That's why navigation in...
The millennials are coming: what are the implications for sales training? – A STC Classic
Millennials – a/k/a Millennial Generation, Generation Y, Generation Next, Net Generation, Echo Boomers – describes the demographic group following Generation X (the cohort that...
Six traps between you and sales success
Getting an appointment with a prospective customer is a necessary first step for sales success – but it's only the first part of the...
Is there any value to howdy calls?
When recently working with a Senior VP at a top professional services firm, we kept hearing that consultants and analysts were on customer sites...
Sales tip – handling sales objections
No matter how good you are at selling you will get some objections. So, let's review a couple of tips for handling them....
Sales tip – opening
Opening does not take long, but how you start often determines how you finish. So although there are no magic words, you do need...
Selling to experienced vs. new physicians – it’s not just more of the same
Like many others, we've written about how physicians increasingly are becoming cost conscious – especially as more and more doctors find themselves hospital employees...
The anatomy of new product failures
After all the market assessments, business plans, alpha tests and beta tests, at least half of all new products still fail to achieve commercial...
Sales force management and millennials
Sales force composition is changing: as companies hire millennials, the generational diversity inside their sales forces is expanding. This trend introduces several significant challenges...
Sales force turnover – a problem that demands addressing
There are many negative consequences to high turnover; in sales the consequences can be very costly. What happens when a sales territory is...
Sales person to sales manager transition – A STC Classic
Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in...
Leverage sales expertise – advice from Dr. Oz
Sales management lessons from Dr. Oz When I think of Dr. Oz – a kingpin of medical media – I don't think of someone who...
Ignore the buyer
Becky Quick one of the anchors on CNBC recently related a personal story in Fortune that not only rings true, but reminds me –...
Hospital sales – business-as-usual will be business lost to competitors
And on the business side, hospitals are making significant and innovative changes, too. For example, hospitals are continuing pursuing mergers and acquisitions, purchasing...
Sales managers – assess your performance last year and adapt!
Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. While...
Sales role plays – time for an update
If you are a sales person and have been to a sales skills training program in the last 25 years, there is a 99%...
Sales simulations and vacuum cleaners – two stories of innovation
When selecting sales training, those doing the selection often turn to a program they have used in the past. "When I was at...
Sales coaching feedback – don’t forget the positive
Most people in senior sales leadership would agree that coaching is the single most effective activity for improving sales performance. Most would quickly...
Improving sales coaching feedback – the importance of pronouns
Because getting coaching right is important for building a superior sales team, we have written a number of blogs on the topic over the...
Medical device sales – translating clinical value into economic value
At the 2011 Medical Innovation Summit much time was spent discussing how economic conditions and their impact on policy is shifting control in healthcare...