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.
We’ve preached repeatedly that coaching is one of the most effective ways to develop a sales rep. But while there’s plenty of advice here and elsewhere for how sales managers and leaders should coach, there’s far less discussion about how sales reps should respond to the coaching they receive and..
“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” – Sun Tzu, The Art of War
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 common sales advice is that one of the best ways to increase revenue is to utilize cross-selling and upselling. Indeed, as Marketing Metrics notes, existing customers are 60-70% likely to purchase, compared to just 5-20% for new prospects. But some sales professionals conflate the two, when..
In a recent team meeting, one of our instructional designers noted that one of the recent trends in their observation with clients at Janek is the inclusion of Subject Matter Experts (SMEs) in the selling process, rather than a Sales Agent just learning about services and products to sell on their..
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..
We’ve often stressed the importance of active listening as one of the primary paths to unlocking customer needs and situations in the sales process. Less discussed in the sales world is note-taking and how the different methods neurologically impact the brain – including the tie-in to active..
While role-playing is an excellent tool for coaching and developing sales reps, specific parameters that more accurately replicate their real-life selling experience is needed to maximize the value of the experience. Not only does the role-play then become a teaching moment to improving sales reps’..