Drive Your Sales Team To Attaining Predictable Growth

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.

How to Get the Most from Every Buyer Interaction - Janice Mars | SalesLatitude
How to Get the Most from Every Buyer Interaction

What is your basis for determining that a client meeting was a success? Think preparing for each and every buyer interaction is too time-consuming, arduous or boring? Then you’re probably not focusing on this one important thing.

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.

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.

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.

Are You Absolutely Sure of When and How to Focus on the Middle of the Funnel? - Janice Mars, SalesLatitude
Are You Absolutely Sure of When and How to Focus on the Middle of the Funnel?

Should you focus on the middle of the funnel, or the front? It’s not always an area that many sales organizations look at, yet so much happens there. Here’s a simple way to know when to focus on the middle of the funnel, and when not to.

Why Value Sales People Always Win the Big Deals - Janice Mars, SalesLatitude
Why Value Sales People Always Win the Big Deals

There’s a big difference between value sales people and tactical sales people. Maybe you sell what you have in your bag. Or maybe you sell value to your customer or prospect. Do you know which one you are? Let’s take a look at both types.

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.