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.
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
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..
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..
Before we go into our topic for this post, we just wanted to note we’ve been named the #1 Sales Performance Blog by Feedspot. It’s an accomplishment we’re all quite proud of, and we’d like to thank you, our readers and commenters for helping us make this blog the best.
Some people in sales fail to understand the interrelationship between engagement and productivity. Or they aren’t aware that just because someone is productive doesn’t mean they’re engaged and vice versa. Consequently, this primer explaining these things and how you can improve both engagement and..
Sales is an exciting, interesting career that exposes you to many different people and challenges. But there can be slow periods or times when a feeling of monotony can set in. Usually it’s temporary – everyone has days where they just don’t feel like being there or working much. The problem is..
A common issue among many sales organizations is the lack of a formal sales process. While it’s possible to improve a sales organization without having a universally followed sales process, there’s a limit to how much they can progress. To get the maximum benefit out of other methods, a business..
The decision to expand from the domestic market to an international presence is an exciting one, full of vast income potential and newness. But it’s one that needs to be prepared for carefully – ill-conceived and poorly executed foreign rollouts can devastate a business, leading to massive cash..