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.

Best Small Business Blogs – 2015

If you missed the Best Small Business Blogs of 2015 (as culled by FitSmallBusiness.com) – take a look. You’ll find the Sales Training Connection … along with our 2015 featured post: Sales Reps – How to Bring Value by Saying “No”. Continue reading

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Networking at conferences – tips on who, what and how

Networking isn’t easy but it is a piece of the puzzle for sales success. It is good to remember there is a big between talking to a whole bunch of people and a planned networking experience. Continue reading

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Sales reps – don’t forget to follow-up!

Salespeople can create customer value by how they sell, as well as, what they sell. Following up is key. It creates customer value – and sets the stage to increase the likelihood of future sales success. Continue reading

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Internal champions – why one may not be enough

A lot of selling goes on when you’re not there. So, developing internal champions is crucial for sales success. Sometimes, in major accounts, salespeople need to develop more than one internal champion. But in doing so, remember that internal champions must be both “willing” and “able” to provide you help in securing the business. Continue reading

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Sales call planning – keep it simple, yet effective

Sales call planning is key to sales success – tips on pre-call planning and post-call planning. Continue reading

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Sales success – reducing risk is as important as selling value

Major account sales occur in a dynamic business environment with multiple players, long buying processes, and complex solutions.  In this market everybody gets it.  You can’t win by just pitching products; you have to sell value. Selling value is about … Continue reading

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Sales management coaching – start with receptivity

When it comes to sales coaching – most sales managers don’t do it enough, many times it is water off a duck’s back, and sometimes it makes matters worse. This post describes techniques to provide more effective sales coaching feedback. Continue reading

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Selling new products – a clarion call for marketing and sales integration

New product launches – for sales success … train your sales force then launch the product rather than launch the product then train your sales force. Continue reading

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Salespeople – lesson from entrepreneurs – An STC Classic

Salespeople need to do a better job at managing their pipeline and their time – they must learn to pivot. Continue reading

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Sales reps – how to bring value by saying “no”

Salespeople find saying “no” difficult. But, sometimes “saying no” is exactly what a salesperson should say to a customer. This blog contains 4 tips to help sales reps say “no” to customers skillfully. Continue reading

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