The SalesLatitude Approach to Improving Sales Performance
We help companies focus their time and resources on winnable deals and align their core strengths with the right prospects. Guided by our in-depth understanding of sales people, executives and the dynamics of the sale, we know what gets results. We’ll design an improved, customized sales plan or process and then help you implement it for maximum impact.
Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. Connect with Janice on LinkedIn | TwitterJanice Mars, Principal and Founder
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Change is hard for many of us, but it’s not brain surgery. Since selling is all about change, it’s important to understand that if change is painful to you, then it’s also painful to your clients. Be your client’s change agent.
For any of us who do take the time to prepare for meetings with customers or prospects, we know it works. You know it was a good customer meeting when you see the results of your work – an engaged customer who wants to proceed to the next step.
There are always many different people involved in a buying decision, particularly in a complex sale. And not all of them will be in favor of your products and services. Make sure you know and talk to everyone, including decision makers and influencers – whether they like you or not.