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VIDEO: 3 Simple Tips to Close Your Sales Year on a Positive Note | Janice Mars | SalesLatitude
VIDEO: 3 Simple Tips to Close Your Sales Year on a Positive Note

Do you know which deals really will close by year-end? Watch my video for 3 simple tips to help you close your sales year on the best possible note.

4 Steps to More Predictable Sales Growth | Janice Mars | SalesLatitude
4 Steps to More Predictable Sales Growth

Are you resigned to the fact that you are not going to make quota? Or just plain scared? If either of these sounds like you, then let’s see what we can do about it. Here are four easy steps to ensure you get you to quota and well beyond.

How to Make Every Buyer Interaction Generate a Positive Outcome | Janice Mars | SalesLatitude
How to Make Every Buyer Interaction Generate a Positive Outcome

For each email, phone call, proposal, demo or any other buyer interaction, what if you focused on the buyer and not on you, your product/service or your company? You will be well on your way to being a top performing sales person.

You’re Closing It Wrong: How to Close Deals Better - Janice Mars, SalesLatitude
You’re Closing It Wrong: How to Close Deals Better

Closing is one of the hottest sales topics, which is why we talk about it so darn much. It’s not only a selling activity in the sales process − it is also a skill. Here are some tips to help sales people close deals better.

Truth: Wasting Time IS a Big Deal in Sales

Sales people and sales management don’t seem to mind wasting time on deals that never close, but deem efforts to understand customer’s executive goals and priorities as a total waste of time. Big mistake, but there is a way to correct this flaw.

Never Forget: People Buy for Their Own Reasons - Janice Mars, SalesLatitude
Never Forget: People Buy for Their Own Reasons

Why do people buy? Everyone has their own reasons. Whether you’re told to sell a certain product/service or involved in a complex sale, there are a few things you must understand and always do to win those deals.

How to Reach Your Full Sales Potential on Large Accounts - SalesLatitude
How to Reach Your Full Sales Potential on Large Accounts

Having trouble selling into large accounts? You may be placing limitations on yourself and how you go about reaching the potential of these large accounts. Two scenarios with the same problem come to mind, all relating to your own self-limiting perspective.

Beware: When Tenacity Destroys Sales Success - SalesLatitude
Beware: When Tenacity Destroys Sales Success

Tenacity is a quality that makes sales people successful. Sales leaders and managers look for it in their sales reps. But if it’s such a desirable trait, then why does it often backfire and actually hinder sales results? Let me explain…

7 Proven Ways to Dump Your Rinse-and-Repeat Pipeline - SalesLatitude
7 Proven Ways to Dump Your Rinse-and-Repeat Pipeline

Sales people tend to look at their pipelines year by year with the goal of making or exceeding quota. It becomes a proverbial rinse-and-repeat pipeline exercise that goes the same way every year. But is it the best way? What do top sales performers do?

Sales Goes Zen: Inspiration from 3 Top Sales Experts - SalesLatitude
Sales Goes Zen: Inspiration from 3 Top Sales Experts

Today’s sales people and sales leaders sound more like yoga instructors, mediation gurus or therapists. CEOs are using a Zen approach to success, so why not sales? Sales goes Zen. Read on for inspiration from 3 top sales experts.