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 performance – addressing accelerated clockspeed
Clockspeed is a term used by Charles H. Fine of MIT's Sloan School of Management to describe the pace of business evolution inside industries....
Medical sales – impact of hospital mergers and acquisitions on sales strategy
In 2010, hospital mergers and acquisitions were valued at $3.8 billion, 2011 followed pace – and it looks like there will be even more...
Selling and the Perfect Crime
Catherine Russell Do you know who Catherine Russell is? Until a few weeks ago, I didn't. Catherine Russell holds the distinction of acting in the...
Improve your selling – apply best practices from gift-wrapping
It's the holiday season, so let's talk gifts. Or, more specifically … gift-wrapping. Over the years we have found lessons for improving the...
Improve your sales training – focus on the before and after
Recently we have written a few blogs about the mindsets employees and leaders bring to the training, as well as, the environment they come...
Sales conversations are simply more engaging than presentations
In a prior blog, we shared five techniques for delivering more effective sales presentations. Recently we came across a blog post in IdeaMensch...
Sales person to sales manager – making the transition
Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in...
Eight ways for sales reps to differentiate from the competition
How can sales people differentiate themselves from their competitors? We asked some sales managers to share their advice. They said: 1. Sell a total solution....
Less is more when handling objections
Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing with objections not only what...
Aberdeen Group – Sales Training 2011 Study – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices
While many companies are seeing a recovery from the economic downturn, the distribution and pace of forward progress are not necessarily being enjoyed across...
Mercer reports on generational differences in the work place – implications for sales training?
More than 2,400 U.S. employees took Mercer's latest What's Working™ survey. The key takeaway: Compared to past surveys, they feel less committed to their...
Strategy review sessions – a different perspective
Crafting a sales strategy is a key to success – especially when selling into major accounts. While front-line sales managers agree, we often hear...
Add punch to pre-call planning – don’t forget the commitment
Top sales performers know that closing a call means obtaining a commitment from the customer that moves the sales cycle forward. Top performers...
Medical device sales – 8 questioning traps hindering sales success
Medical device sales people are often coached to "talk a little bit less and get better at asking questions." In most cases this...
Sales performance management – what is it really?
Have you done a Google search on the phrase "sales performance management" lately? One of our Sales Training Connection friends – Colletti-Fiss – did...
Selling new products – 5 best practices for training your sales force
If your company is like most, you will launch more new products in the next five years than you did in the previous ten....
Medical device sales – the sales process is changing
The global medical devices industry, while large, is very competitive. Worldwide sales for 2011 are estimated to be more $300 billion in 2011...
Feedback to millennial sales reps – more is better!
Much has been written about Millennials – a generation comprising 26% of the population who will have significant impact on the workplace. Yet one...
Selling to Hospitals – 10 roles for internal champions
Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. Why? Increasingly a lot of...
Lessons from IBM – change is the “new normal” in sales
IBM conducted a Global Making Change Work Study to examine how organizations manage change. The study explored differences in how change was implemented...