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VIDEO: Why You Can’t (and Shouldn’t) Close Large, Complex B2B Deals on Your Own | Janice Mars | SalesLatitude
VIDEO: Why You Can’t (and Shouldn’t) Close Large, Complex B2B Deals on Your Own

Many sales people have difficulty working large, complex B2B deals on their own. That’s because your whole sales team should be working together to mirror the team on the buyer’s side. View my video to learn about the risks of closing these deals on your own.

VIDEO: 3 Effective Ways to Shift the Conversation from You to Value | Janice Mars | SalesLatitude
VIDEO: 3 Effective Ways to Shift the Conversation from You to Value

Are you effectively demonstrating your unique value to your customers? If not, then it may be time to shift the conversations you have with buyers. This video shows you 3 ways to differentiate yourself.

VIDEO: People Don’t Buy from You Because They Like You | Janice Mars | SalesLatitude
VIDEO: People Don’t Buy From You Because They Like You

People buy for all sorts of reasons. When people buy from you, chances are, you are a buyer-focused sales professional. But not everyone is. View our latest video on ways to shift your perspective from yourself to the buyer.

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.

Struggling to Get Meetings with the C Suite? Change This One Thing | Janice Mars, SalesLatitude
Struggling to Get Meetings with the C Suite? Change This One Thing

Are you constantly relegated to the lower end of your client’s organizational hierarchy? Do you know what to do differently to reach the C suite? The answer may be as simple as this:  just change the conversation.

5 Ways to Maximize Your Selling Team’s Time and Get Epic Results | Janice Mars, SalesLatitude
5 Ways to Maximize Your Selling Team’s Time and Get Epic Results

Assembling your selling team – the precious internal resources you rely on every day – costs time and money. Here are a few ways to best orchestrate your team and maximize everyone’s (including the buyer’s) time.

Solving or Selling: Which Will Make Your More Successful? - Janice Mars, SalesLatitude
Solving or Selling: Which Will Make You More Successful?

Be aware of the difference between solving or selling. Do you solve problems for your buyers? Or do you just “sell” and hope something sticks?

Beware of Selling to Companies vs. People – and Why You Need to Know the Difference - Janice Mars, SalesLatitude
Beware of Selling to Companies vs. People – and Why You Need to Know the Difference

Are you selling to companies or to the people in those companies? Take a look at each scenario and you’ll see how asking the right questions will lead your team to success.

Are You Asking Clients and Prospects the Right Open-Ended Questions? - Janice Mars, SalesLatitude
Are You Asking Clients and Prospects the Right Open-Ended Questions?

Open-ended questions, if asked correctly, can provide a plethora of information. What questions will you ask differently the next time you prepare for a crucial client or prospect meeting? Will you ask the right ones?

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?