by Janice Mars | April 11 2019 | 0 Comments

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.

by Janice Mars | February 14 2019 | 0 Comments

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.

by Janice Mars | January 24 2019 | 0 Comments

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.

by Janice Mars | December 20 2018 | 0 Comments

New Year’s symbolizes the chance to start fresh. What will you decide to do differently next year? View my latest video for 10 sales tips to kick start your new sales year and make your selling team more successful going forward.

by Janice Mars | December 06 2018 | 0 Comments

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.

by Janice Mars | November 29 2018 | 0 Comments

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.

by Janice Mars | October 25 2018 | 0 Comments

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.

by Janice Mars | October 18 2018 | 0 Comments

Many of the same things I coach around big, complex B2B sales are very similar to what companies are teaching their teams when it comes to B2C sales and customer service. Here’s what a window washing company taught me.

by Janice Mars | October 04 2018 | 0 Comments

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.

by Janice Mars | September 13 2018 | 0 Comments

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.