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Lexicon

Lexicon

by | Nov 23, 2017 | Blog, Videos

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

by | Nov 23, 2017 | Blog, Videos

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

by | Nov 22, 2017 | Blog, Videos

  “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....