Cold calling gets an undeserved bad reputation. The Internet is full of experts that will tell you there’s little value in picking up the phone and following up on a lead that’s not expecting your call. I’d like to politely disagree with that line of thinking. In fact, if you’re targeting a..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Everyone appreciates a good referral. It’s like a fish biting your bait when you didn’t even know you had your line in the water. Referrals are great because they take less effort; you don’t have the usual hurdles to overcome—establishing trust, winning over the prospect, building your credibility,..
Spring is starting to show through here in our hometown of Las Vegas. We’re in the midst of trade show season and companies from a host of different industries are visiting the city to promote their offerings and vie for future business.
The sales-verse is inhabited by better-educated customers..
Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in a climate of global competition;..
And no, it’s not a shared love of slapstick comedies or a useless yet impressive ability to dominate outdated versions of trivial pursuit.
In fact, it’s much simpler than that.
At Janek, we consistently conduct research to identify the factors that contribute to the success of top sales performers...
If you cringed a bit when you read that title, chances are you’ve self-diagnosed as a serial message-leaver. In any industry – but especially in sales – waiting for prospect or customer responses can be an excruciating process. Not only is the sale often hanging in the balance, so is your pride...
At some point, everyone decided that the period between Thanksgiving and Christmas is a business black-out time. You know, people work shorter hours, you’re elbowing other shoppers on your lunch hour, that quiet guy from IT gets really un-shy after way too much eggnog at the office party, and..
Zombies are great in the movies—so entertaining with their shambling walks and shredded clothes. But as any sales rep can attest, prospects who show a genuine interest in a dialogue and then wander off into the vast landscape of wasted efforts are a huge pain point for anyone trying to keep..
No one is going to claim that prospecting is glamorous. It’s not. It’s systematic. Step one is creating a successful strategy. Step two is identifying valuable sources. Step three is fine tuning who your ideal prospects are. Not to mention developing an impactful value message and the process of..
The best things in life take time. Keep that in mind, trusted advisor, because patience is needed for each of the three phases of the buyer journey: awareness, consideration, and decision. Your best practice as an organization is to understand these three phases and where your prospects are on the..