About Us

For over two decades, Janette Racicot and Ken Wax have helped technology companies by teaching tactics to their direct and channel sales teams. Separately and together, they've helped thousands gain greater skills, confidence and sales success.

Competitive Selling Tactics Workshops are the first set of training products that leverage Ken and Janette's decades of successful techniques, tools and approaches.

These training products are designed to help sales people solve common problems they face every day in the sales cycle. They are particularly suited for technology vendors and channel partners who need immediate sales impact and results.

Janette Racicot. Janette Racicot has over two decades of marketing, channel sales and training experience in high technology.

Prior to founding Racicot & Associates in 1992, Ms. Racicot spent 11 years with Digital Equipment, and then positions with smaller software and consulting companies that included field sales, product management and other technical positions.

She has led channel marketing programs for many technology companies, including several for IBM.

She has written numerous articles for training magazines, and has led client programs that have been run in Brazil, Hong Kong, Australia, Singapore, Japan, and South Korea as well as throughout the United States and Canada.

Ken Wax has taught all over the world, and has written dozens of magazine articles about tactics for selling technology solutions. Those articles have been used internally to teach at both EMC and IBM.

Prior to founding Total Quality Selling in 1992, his tech-business background include senior sales and marketing management positions at Lotus Development, Graphic Communications, Software Arts, and Ingram. Before that, he was a buyer for Macy's and also for a technology distributor.

He has developed tactical workshops and sales tools for clients of all sizes, and has taught sales tactics to appreciative technology salespeople in over a dozen countries.