‭215-518-2425‬ janet@hospitality-gal.com
Don’t forget the H in B2B

Don’t forget the H in B2B

Among Forrester’s just released 2018 customer experience predictions is its belief that B2B firms will move from “just selling” to customer success management (CSM). It is their contention that CSM practitioners earn trust by strengthening CX management maturity...
Lexicon

Lexicon

Janet’s take on some of the confusion that organizations make in the lexicon they use and what the leading indicator of change is vs. “results” as the lagging indicator of change....
Difficult Customers

Difficult Customers

Janet discusses the moment when her customers started behaving differently — mentioning the increasing complexity in the sales process — requiring a new approach for...
Digging In

Digging In

  “Sellers will spend an equal amount of time devoted to their worst opportunities and they will to their best opportunities,” states Janet Gerhard at a conference of sales executives.  Learn how to break this type of thinking....
This is NOT Your Father’s B2B Buying Process

This is NOT Your Father’s B2B Buying Process

It’s been a dramatic last 10 years for B2B sales teams. What worked a decade ago now makes modern buyers run for the hills. B2B sales cycles have changed. Salespeople and buyers have a new relationship with one another, and it has directly impacted the sales process....
How Effortless is it to Do Business with Your Hotel?

How Effortless is it to Do Business with Your Hotel?

Kill the WOW and be Effortless Instead… What is the most important question hoteliers should be asking themselves as they weigh how to differentiate in a sea of sameness? Most would think it’s about customer satisfaction. Many would drill down into issues...