Many of our customers have commented over the years that they don’t know how to sell to the C-Suite. It can be an intimidating process – hard to get the meeting in the first place, even more difficult to have a successful presentation. It’s also an area where many sales professionals fail –..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
The New Year is looming, the page set to turn to 2019. With it comes the annual Sales Kickoff for many organizations, who are taking advantage of the new calendar year to generate excitement, create a sense of a fresh start, and typically introduce new information and training heading in to the new..
2018 marked a banner year for our blog here at Janek Performance Group. More of you visited than ever before and we’re happy you checked us out. In late April, we changed our posting schedule from once a week to 2-3 times a week to provide you more information and insights more often. Here are our..
The image of the lone sales rep trekking across the country, selling products and services, might still come to mind and exist, but more and more, we’re seeing an emphasis on remote sales, synergy and alignment between sales and marketing, and other shifts that involve multiple people working..
Imagine the following: Your most important client is also your most demanding – a conundrum most sales professionals have faced at one point in their careers. Luckily, there’s ways of dealing with such a challenging situation -- methods that not only neutralize the issues but can actually create..
While most people who don’t work in sales think it’s the best product (whether in quality or price) that wins out in a selling situation, that’s often not the case. In fact, in more than a few cases, the deciding factor has less to do with just the solution itself. It’s the relationship the sales..
One of the side effects of today’s more informed buyer is an increase in customer cynicism – even to the point where they’ll, at times, reject purchases that are to their benefit. Therefore, sales reps need to be aware of this built-in skepticism and work to overcome it.
It’s a common complaint – there just aren’t enough good sales reps out there. Or so hiring managers, business owners, and HR departments think. Conversely, even in an economy that’s allegedly strong, there’s still a lot of people struggling to find work, especially the long-term unemployed. One of..
Ask 10 different sales professionals whether it’s better to sell a customer on logic or emotion, and most of them will probably say you need to use both. But Gerald Zaltman, professor at Harvard Business School, notes that 95% of our buying decisions are done subconsciously, and there’s..
The story of Benjamin Franklin is one of our most American – and not only because he’s one of the country’s Founding Fathers. Born into poverty in a family of 17 children, with very little formal education, he became one of the most famous, intellectually revered, and richest men in the world...