Author Archives: Janet Spirer

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.

Medical sales reps – what do they like most and least about their jobs

Medical sales reps – survey findings on what they do and don’t like about their jobs. Continue reading

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Tell a story versus pitch a product

Storytelling allows you to translate your sales message from solely a feature pitch to a positive customer experience with business outcomes. Continue reading

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The best elevator speech is not a speech

Elevator speeches and speeches are not the same! The best elevator speeches are not speeches at all. They are short statements that enable you to engage the customer in a conversation. Continue reading

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Sales management coaching – the power of the positive

Sales managers focus on positive feedback – sitting down with a salesperson who has closed a winning deal should analyze why they won and then leverage the win. Continue reading

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Beating the competition in an undifferentiated market

To beat your competitors in an undifferentiated market you must distinguish yourself by how you sell, not just by want you sell. You have to be the competitive advantage.
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Bridging the abyss – From sales rep to sales manager

7 best practices to help sales reps transition to sales management. Continue reading

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Shape the customer’s decision journey – create a unique competitive advantage

Effectively navigating customer journeys requires the journeys to be treated like products that need to be actively managed, measured, and nurtured. The goal is to help the customer improve the effectiveness and efficiency of how they buy in a way that also improves your competitive position. Continue reading

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Sales and the art of chitchat

In sales situations – from initial sales calls; to social interactions with new customers, existing customers, or prospects; to networking – sales reps must succeed at chitchat. But few of us are – here are 5 techniques to help salespeople improve their sales chitchat. Continue reading

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Sales training and national sales meetings – an odd couple – An STC Classic

Sales training and national sales meetings both are important. But when done together, they are indeed an odd couple that does not get along so well. This blog discusses the reasons why and alternatives. Continue reading

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