A short time ago, I spent the week with my sister, my uncle, and one of my nephews, cleaning out my parents’ house to prepare it to sell. Along with the usual sharing of stories or excitement over items long-thought lost, I ran across an assessment from my preschool days – which is pictured in part..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
There are many theories on the differences between top performing sales professionals and their underperforming peers. Given the divergence of opinions, it can be challenging to determine why some sales reps excel while others have a much more difficult time achieving their target. However, there..
One of the most turbulent times a company can go through is a merger or acquisition. Anxiety ripples throughout stakeholders who wonder what the post-world will look like, and competitors circle overhead, ready to snatch away clients and talent. We’ve discussed this previously, but wanted to expand..
Henry Kissinger’s primary axiom regarding international diplomacy negotiations (to paraphrase) was that everyone goes home unhappy, but not unhappy enough to start a war. While that works well for ensuring the stability of the world order and the continued existence of humanity, in sales we strive..
We’ve often highlighted the importance of active listening. But that naturally raises the question – how can you become a better listener? What are the drills, the techniques, you can practice in order to listen to hear and understand? It’s an excellent question – one we’re here to answer today.
Most of us in sales have witnessed the virtuoso speaker, whose elegance, energy, and command of the room have injected enthusiasm and a burst of desire to change one’s work habits and ways of doing things. And this has its place and value in the sales improvement process. But a classic misstep is..
All the signs were there – you were on top of things in discovery, picked out the perfect solutions, and delivered a smashing presentation that wowed the decision makers and influencers. You’re practically dreaming of that win and everything that comes with it! And then you receive notice that..
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..