by Janice Mars | November 23 2017 | 0 Comments

Do your sales deals constantly get held up in the legal process? Do you call your legal department the “sales prevention” team? Here’s what you can do to help the legal process along.

by Janice Mars | June 08 2017 | 0 Comments

The topic of office configuration evokes so much emotion. Some companies are abandoning their open offices or work-from-home programs, and people actually decline job offers because the office situation is undesirable. Here’s how the three main types of sales office environments stack up.

by Janice Mars | November 12 2015 | 3 Comments

Wouldn’t it be great if all your customers wore a sign around their necks telling us what’s important to them? Specifically stating how they get paid and what their priorities are? I know most of us would. Especially since getting that information can be difficult if you don’t have the right relationship and/or the credibility. …

Continue reading “Win Deals by Helping Executives Reach their MBO”

by Janice Mars | October 09 2014 | 0 Comments

I recently had the privilege of working with new sales people who were being on-boarded for their first sales positions out of college.  I was impressed with what I experienced, I was envious of what they were learning AND this was before they were even given their first quota.

by Janice Mars | July 03 2014 | 0 Comments

This week, I’ve invited Traci Curran, director of marketing for Revegy, to share her thoughts on sustaining sales process changes. In any transformation where a company is attempting to change their sales model or sales culture, instead of simply providing some “tools” to improve efficiency/effectiveness, there is a big helping of “change management” needed. There …

Continue reading “Three Ways to Make Sales Process Changes Stick”

by Janice Mars | June 26 2014 | 1 Comments

Leading sales metrics are crucial for gauging performance and consistent forecasting across your sales organization. It can tell you where efficiencies and successes are occurring or are lacking. But it’s important to focus on the right sales metrics and everyone needs to know them. Some only focus on lagging activities from the seller’s perspective such …

Continue reading “Sales Metrics that Everyone Needs to Know”

by Janice Mars | June 19 2014 | 0 Comments

Sales and marketing have always had challenges integrating and collaborating cohesively. Although they coexist, many times, they have different perspectives on the customer experience and the management of leads. Sales expert Janice Mars of SalesLatitude and marketing operations specialist Frank Donny of Marseli share their insights on how sales and marketing teams can build better …

Continue reading “Q&A: Achieving True Sales and Marketing Integration”

by Janice Mars | June 16 2014 | 1 Comments

This week, I’ve invited Frank Donny, founder and CEO of Marseli, to share his wisdom on CRM best practices. I read an article the other day about why many sales reps do not use CRM systems. The article said the most common reason was because the sales process doesn’t match the buyer’s process.  This is …

Continue reading “Top 5 reasons why sales reps don’t use CRM — and what you can do about it… by Frank Donny”

by Janice Mars | April 16 2014 | 0 Comments

I was speaking with a client of mine who was shocked to find out that one of their top producers had been fired. This top producer was 165% above quota in 2013, and was looked up to by all of sales. So, how could he have been let go? This top producer had always been pushing the envelope, and he …

Continue reading “Pushing the Envelope: Coach the Top Producer”