Do you remember the first person who talked to you about the importance of teamwork? Was it a parent? A coach? A teacher? Whoever it was, it’s probably safe to assume that the same principles were shared with them at a young age. Teamwork is a common thread that weaves its way throughout our lives,..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Social networking platforms have changed the world that we live in. They also have had a significant impact on the world of sales and how we go about doing business (and continue to do so). As we explored in our last post, social networking platforms can be a valuable tool in the arsenal of sales..
During our years of providing sales training and sales consulting services, we often observe that the topic of how to talk about the competition during sales presentations can be a stumbling block for many sales organizations. It often represents the proverbial elephant in the room – it’s not..
If you work in sales, chances are you’ve spent time in a call center. You might be there now, working the lines in the busy swirl of it all, sitting smack in the middle of lots of other reps using the tools of the trade—phone, computer, headset. Call centers are loud and busy, with overlapping..
Imagine this: You’re selling cars. A couple with a new baby walks in. You greet them at the dealership doors; you make cooing sounds at their bundle of joy. You start the needs conversation: features, price range, etc. They explain that now that they have a child they’re looking to trade in their..
Sales is a challenging profession, in part due to all of the obstacles we face in the normal course of trying to win business: We’re at the mercy of multiple decision makers, we have to position ourselves as better than the provider our customer is already using, and we have to be sure our products..
At Janek, we’re fortunate to have great sales trainers who’ve been with us for years. But from time to time, we’ll also welcome new hires to the staff when an individual with an exceptional background in sales and education applies to become a sales trainer for us. Among other things, the steady..
If you ask a group of sales reps to raise their hands if they’ve ever rushed through submitting a proposal too early in the sales process, you’ll probably get a lot of hands in the air. We’ve all been caught up in the enthusiasm of a sale and provided a quote prematurely. But what might look like a..
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..
When it comes to being a relevant fish in the vast sea of sales, bigger isn’t always better. Sure, we’re not going to deny that being a larger fish has its advantages, like brand recognition, resources, and greater negotiating power when it comes to pricing out competitors. But small-business..