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How to Create and Implement a Killer Sales Playbook | Janice Mars | SalesLatitude
Startup CEOs: Create a Killer Sales Playbook and Pass the Baton to Sales

You’re the CEO of a startup company and you’re ready to pass the sales baton to someone else. Here are best practices for creating and implementing a sales playbook that will help guide your new sales person or future sales team.

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.

Don’t Think You Are in Sales? Think Again | Janice Mars, SalesLatitude
Don’t Think You Are in Sales? Think Again

You are in sales, even if your job title says something else. Learn how your role impacts the customer experience, especially when you make the buyer’s perspective central to your sales process.

How to Avoid the Pitfalls of How You Listen - Janice Mars, SalesLatitude
How to Avoid the Pitfalls of How You Listen

At work and in sales, how you listen is a big issue. What are you doing to reconcile how you listen to make sure know the next steps with your client or prospect, and get the best outcomes?

How Taking a Different Road Can Put You on the Right Course - Janice Mars, SalesLatitude
How Taking a Different Road Can Put You on the Right Course

Do you take a different road to work once in a while, or do you drive the same route every day? In life and in sales, stepping out of your routine or comfort zone can lead to greater productivity and success – if you’re willing to try.

How to End the Love-Hate Battle Between Sales and Marketing - Janice Mars, SalesLatitude
How to End the Love-Hate Battle Between Sales and Marketing

Sales and marketing need each other and must figure how to provide value on both sides and achieve common goals. So why is there still a love-hate battle between sales and marketing? Much of the rift has to do with marketing not understanding sales and sales not understanding marketing. But it can go deeper than that.

Small, Tactical Sales Changes that Make a Huge, Lasting Impact: 6 Steps - Janice Mars, SalesLatitude
Small, Tactical Sales Changes that Make a Huge, Lasting Impact: 6 Steps

Change is hard, but small, tactical sales changes can make a positive impact on sales team effectiveness. This is not about big, strategic sea change here, nor the Prosci ADKAR Model for Change. Here’s why you need to stop cringing and start embracing change.

Why It’s Important to Make Mistakes in Sales - Janic
Why It’s Important to Make Mistakes in Sales

We all make mistakes – every one of us. Even sales experts. Here are a few mistakes I’ve made throughout my sales career and how they ultimately shaped my path towards success.

Is Your Customer/Prospect Engaged in Their Buying Process? - Janice Mars, SalesLatitude
Is Your Customer/Prospect Engaged in Their Buying Process?

Sometimes we ignore whether or not our customer/prospect is engaged in their buying process. But there are ways to tell if your customer/prospect is actively engaged in their buying process, or they’re not. Assessing their level of engagement and deciding when enough is enough are crucial to closing deals.

Reach 3 Key Goals with this One Competitive Weapon - SalesLatitude
Reach 3 Key Sales Goals with this One Competitive Weapon

Who couldn’t use a new competitive weapon? Whether you’re in sales, sales management or sales leadership today, you’re probably overwhelmed by so much going on at once. Here’s how you can differentiate the way you sell while reaching three key sales goals.