Although inside sales teams are becoming increasingly popular - to the point where most experts expect parity with field sales reps usage in the near future - outside sales is still a critical component of many organizations’ selling strategies. To be successful in managing external reps, you’ll..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
The NFL Draft has, by the time of this publication, come and gone. Equal parts art and science, the league’s rookie dispersal of college players reminds us a lot of the hiring process in sales. In football, you have things like college games, all-star games, the combine, interviews, and various..
We’re introducing a new concept today – Titans of Sales History. In this series, we’ll be examining historical figures who were key in shaping today’s sales world and what we can still learn from their influence. Things kick off with the godfather of sales training himself – John Henry Patterson.
Product knowledge is essential for any salesperson. Whatever you’re selling, know it completely. Because the more you know about what you’re selling, the more confident you’ll be. And because the more confident you are when presenting to the customer, the more the product will appeal to the buyer.
Storytelling is perhaps one of sale’s most powerful, yet underutilized tools. In this video interview with Selling Power, Janek Managing Partner Justin Zappulla highlights the value of storytelling as a differentiator, the process of crafting impactful stories, and illustrates why stories matter..
I have an acquaintance who is a genuinely nice person and gifted in their career but hasn’t had the type of success they imagined they would have (or befits their talent and dedication to the craft). For years, they’ve wondered why they’ve seen less gifted people win promotions, raises, etc. while..
“It’s not about the salary/it’s all about reality”
This couplet, first appearing in 1988 – in N.W.A.’s “Gangsta, Gangsta” and KRS-One’s “My Philosophy” – and revived in 2005 in Fort Minor’s “Remember the Name”, serves as the inspiration to today’s blog post. Too often, sales professionals can get..
One of the most significant shifts to occur in sales training over the past few years has been to train via multiple delivery methods, rather than just one. In this video interview with Selling Power, Janek Managing Partner Nick Kane discusses that change, how it creates more effective behavioral..
The middle of the pipeline can sometimes be an awkward purgatory – you’ve captured their interest, qualified, and are working the opportunity, but the prospect isn’t quite ready to make a decision. Perhaps they're evaluating alternative options and providers, or maybe they're pulling the team..
Today we continue our Personal Branding series by shifting to your external self. What we mean by that is how you present yourself to prospects and clients. This is one of the most important aspects of personal branding, because it’s what’s responsible for first impressions. And if you approach it..