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.
Five techniques to bridge the marketing-sales chasm
Much has been written about the Marketing-Sales chasm. And, we've made contributions to that oft-told theme, too. That's why I was struck by a...
Three self-imposed pitfalls facing new sales managers
Think about new sales managers you've known. Were they promoted for their sales management expertise – or for their sales success? Often it's for...
Medical device sales – physician behavior will be changing
In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America's health care landscape. The conclusion was summarized into one...
Medical sales – why do physicians switch?
A few months ago we were meeting with some Regional VPs of Sales in a medical device company. While the conversation is always interesting,...
Medical device sales – the networking challenge
We recently looked at networking in B2B sales. Let's take a deeper dive into networking in <a href="http://www.saleshorizons.com/medical_devices_sales_train.php ">medical device sales. A key...
“Senior personitis” – a sometimes challenge with senior sales people
In some companies "Senior Personitis" may set in early – after five years; far later in others. In some corporate cultures, fortunately, the "disease"...
Medical devices – physicians share how new sales reps can establishing credibility
When asked what their top concerns are about medical device sales, interacting one-on-one with physicians usually tops most sales people's list. And it's very...
Medical sales – four ways to differentiate from the competition
How do you differentiate yourself from your competitors? We asked four first line and middle sales managers at a medical device company for their...
Sales training lessons from MTV – happy 30th birthday!
Happy 30th birthday MTV! Who would have thought that one of the unintended outcomes of MTV would be forcing us to re-examine the way...
Ten laws for successful sales teams
Selling in teams does not guarantee success. As a matter of fact, sales teams are frequently misused and ineffective. On the other hand, some...
The millennials are coming – what does it mean for sales training?
Millennials – a/k/a Millennial Generation, Generation Y, Generation Next, Net Generation, Echo Boomers – describes the demographic group following Generation X (the cohort that...
New hire sales training – it’s important, it’s underemphasized, and it’s different
A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question...
Is it a good idea to use sales simulations?
Historically companies have used sales simulations as a capstone sales training program with their senior sales force. While sales simulations certainly fit this need...
It’s a new world for pharma sales reps
Much is being written about the reduction in the number of pharma sales reps – down 25% from their peak in 2005 with additional...