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.
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..
When delivering a sales presentation to your customer, her needs and your solutions must be at the core of your presentation. However, there are a few tactics you can leverage in order to strengthen the impact of your delivery and take your presentation to the next level. These include social..
Let’s start by defining what we refer to as a “tenured” sales professional – this is someone who likely has 10 plus years of sales experience, whether solely with their current company, or accumulated over the years at various places of employment.
Suffice it to say this is a person who is..
Most executives readily agree that the quality of its sales managers has a direct impact on its financial results. Even so, many companies still fail to provide sales managers with the tools necessary for long-term success. According to a Gallup report, when almost 1,000 senior executives were..
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And no, it’s not a shared love of slapstick comedies or a useless yet impressive ability to dominate outdated versions of trivial pursuit.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...
When the notion of sales training comes up, the mental picture that springs to mind for many of us is a corporate “classroom” filled with wide-eyed newbies sponging up all the knowledge they can get. The presumption is that the old pros of the company have industry smarts that place them above..
A great way to boost your chances of realizing a successful outcome to an important client meeting is to include your resident technical expert, aka domain or subject matter expert. That’s the person (or team) in your organization who has the most comprehensive and intricate knowledge of the goods..