In the pre-Internet age, field sales was the primary means by which sales reps not only gained new accounts, but the venue through which customers gained most of their information about products and services. That’s obviously changed since then, and the outside sales reps of today face challenges..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Sales professionals, as a general rule of thumb, tend to rely on their ability to talk to and read people. It’s why face-to-face and phone communication are still the best ways of furthering the sales process. But even given the primacy of oral communications in the sales world, writing is equally..
Recently, I visited a local pool supply store to gather some materials to get our pool ready for the upcoming Las Vegas summer. When you visit the pool supply store, you typically bring a water sample to have it analyzed. Doing so gives you a head start on the chemicals required to break your pool..
Many sales professionals still view CRM systems (short for Customer Relationship Management) as an administrative chore or simply as a newer means to the same end. This negative view is cultivated in the minds of many sales professionals often due to poor implementation and a lack of value..
Here's a question for you—Which trait is more important for a sales professional to master, persistence or patience? Let's put it another way, is it more important to have the drive to do whatever it takes and keep going, regardless of the roadblocks you face or is it more important to sense when..
Last week, I had one of the most frustrating sales experiences of my life. Allow me to elaborate:
Our cell phone contract was up for renewal and we were comparing our existing agreement against options from other phone service providers. As it turned out, our provider wasn't the most competitively..
Elon Musk and his companies are in the news practically every week for some reason or another. Musk is admired for his innovative thinking and breakthrough designs. His best-known venture, Tesla, is embraced all over the world for its sleek, energy-efficient cars and the advancements in battery..
Think back to a conversation you've had with a friend or colleague where it seemed like they were consistently jumping in and saying something every time you stopped to take a breath. How were you feeling during the conversation? Most would agree, it's beyond frustrating. And while you have heard..
Global commerce is constantly expanding and people increasingly do business with individuals and companies from other countries. Expanding your horizons and increasing the scope of your business can be beneficial to find new customers and markets. At the same time, communicating across cultures can..
If you're in sales, you understand that answering a variety of questions and effectively responding to objections raised by customers is critical to a successful outcome. The better you prepare by thoroughly understanding your own products as well as your customer’s business challenges, the more..